What Would You Do With $200,000 Right Now?

[Music] hello everyone welcome to the 21 hats podcast I'm your host Lauren Feldman and so yes Dana White was in fact the big winner at last week's Detroit demo day Dana took home the pitch competition's top prize of $200,000 for her hair salon business paraly Boyd which specializes in serving women with thick and curly hair and which has an unusual walk-in only business model of course Dana now has some decisions to make for one she has to decide whether she wants to take the money in the form of a zero interest loan or whether she wants to take it in the form of a convertible note which starts as a loan and converts to an equity stake in her company perhaps more importantly she also has to decide how exactly she's going to spend the money as she tells us in this conversation she's considering spending it on marketing on opening another location or on creating retail products to sell both online and in her stores but she also knows that $200,000 can disappear quickly what do you think Dana should do please email your thoughts to me at LF Feldman 21h hats.com that's LF Feldman at21 hats.com and I'll share them with Dana and on the podcast even in Good Times owning and running a business can be a lonely Pursuit our hope is that these weekly conversations will if nothing else let owners know they are not alone in facing challenges this week's lineup features Paul DS who is founder and CEO of Paul DS cabinet makers which is based outside of Philadelphia and makes custom conference tables Jay goldz whose companies in Chicago include a picture frame business artist frame service and a home furnishing store Jason home and Dana White who is CEO of paraly Boyd a chain of hair salons based in Detroit this episode is titled what would you do with [Applause] $200,000 I was really hoping one of you would have some big news to talk about this week because I didn't really plan anything else unfortunately I guess nothing really happened Jay did you have any big news this week um my cholesterol's looking good I heard from the doctor so that's my news that's big Paul did anything big happened to you this week yeah I ordered uh a new pair of socks wow wow yeah one or more than one no you order them two at a time Jay oh all right Dana I don't suppose anything big happened to you this week well no not much I just won $200,000 and I'm deciding on what I'm going to do with that congratulations Dana wow that is big news of course you knew it you couldn't tell us although we could kind of hear it in your voice I think okay I tried I use all the appropriate you know adjectives and adverbs and tenses so I tried um I I watched your pitch I suspect uh we all did the pitch was was fun and interesting a little shark tank like uh what what what was it like for you doing that I was a nervous wreck I could tell I was nervous people who've watched it have said oh I couldn't tell you're nervous at all I was a mess my knees were shaking and they did a very good job editing it because my clicker decided not to do anything that day so they edited one of the production assistants crawling on the floor behind the table to fix it is this something you prepared specifically for this or is have you been using this basic pitch for some time no I did prepare it you know specifically for this because other pitches I've done have been you know 3 to five minutes this one was 90 seconds wow so I worked with that's a lot of money for 90 seconds I know oh pressure pressure well here's the thing normally you're given six weeks to prepare for this we were given two so we worked with the um quick and Loans team and their help with coaches and their you know pitching I had done pitching before once twice before um but nothing to this scale and so I you know I'm I'm a notetaker and I have notebooks so I went into my old pitch notebooks brought out my old pitch video and uh just tried to pull from that um to cover and then based on the suggestions of the coaches I was able to put something together in a couple of days and why do you think you won um I'll be honest with you after I pitched knowing how I delivered the pitch versus how I practiced I didn't think I'd won genuinely didn't think I'd won um because I knew like I said how I practiced versus how I pitched um I think I won because I answered their questions very well I spoke about how I was going to use the money I think I had um a validated business model um with numbers behind it I think my presentation how I presented myself um I heard from the time I walked in I said boss people have said you're the one who oh she you looked like you were the head of a multi-million dollar company already um so I said oh okay great um you know if you interview at Target you wear a red shirt and khakis I guess if you pitch for demo day you wear a black dress and heels I don't know but um I think that's why I won and I was pleased to hear what the judges said after um after I had pitched that was really shocking because I I had walked away so I didn't know did you just find that out when they posted the video what they said after yes yeah yeah I was all the way down on you know it was a huge space so I was all the way at the other end getting you know my mic taken off and collapsing so this isn't Like Dancing with the Stars where they have all the judges tell you what they think and they hold up numbers and tell you how you did not at all you don't know what they think until they walk you in the next day so the next day is when they told us so we had to do everything like our physically we had to look exactly the same as the day before and they walk Us in and they put me right up front of all the people standing there they had like three in back and two in front and I was like no please don't put me up front I really don't think I have it and I don't want the camera on me when they don't say my name so that was that's what I was thinking oh no and when was this Dana this was September 15th and 16th so you've known this all this time six weeks yeah if anybody ever wonders if dat it could keep a secret she can so it goes public on Tuesday what was Tuesday like for you man oh my goodness press calls emails text messages I was bombarded I you know had my work planned out for me for the day yeah right Dana we need you down to your salon channel 4 news is on its way they'll be there in an hour okay um just it was a lot of that um I'm still Fielding calls from wellwishers for lunches and dinners and and ketchups and stuff anybody try anybody try to sell you anything oh of course my LinkedIn is full of Dana you know what I think you need yeah you know what I think you need Dana I'm like okay I never thought of that somebody I actually thought of getting off of LinkedIn frankly because I get these calls or I get the emails every day and I think it's all from LinkedIn and like I don't know if it's doing me any good I'm not looking for a job and it it does seem to be the source of all sales calls well it's doing good for me I've noticed a spike in VCS yeah for you a spike in y a spike in VC's um so that's interesting um and that has also been one of the the things that have you know kind of percolated up is this interest now um the money from Dan Gilbert IE quick and Loans is as I've said in press it's a huge validator it's a validator um so you know there's people who are like oh okay if you can secure $200,000 in capital let's see let's talk about it so I actually have someone coming into town uh November 4th to as as she said sit down and let's let's talk business and I can't wait I cannot wait to speak with her all right we're going to talk some more about that but but first you you told us last week that because of your uh new hire your new operations manager who is helping you uh staff up you were planning to actually close your salon um did you go ahead and do that are your is your salon closed it is it's closed right now so it was it was closed when you won and got all this press as well yep we were there it was an empty Salon um the phones were ringing but we were prepared for that um we're my customers want me to be walking only seven days a week they are struggling with appointments and so November 2nd we're going to reopen walking only seven days a week fully staffed um she's been my operations manager and my new manager both with a combined over what 25 years experience in managing hair salons have um been recruiting that's their strong point recruiting in in Revenue you know driv sales for Revenue so right now they're just you know pedal to the metal recruiting and we are doing interviews October 30th can you explain because that's in interesting to me that people don't want to make appointments which seems like it's easier to me why do you think people are are struggling with making appointment and needed to be walk in why I mean why does someone wake up at 3 and go I gotta get my hair done right now versus the next day do you have any do you have any explanation for that sure one of the reasons is I think it's their schedules and their management of their time and things happen I think you know with women things happen you you get the call from school you get the call from your husband what's for dinner I think as women we carry a lot not saying men don't um just saying that um they need something that could be catered to them when they need it I had a lady who said appointments just never worked for me dentist appointments doctor's appointments the the shifting I have to do in my life to get to a doctor's appointment um and keep it when so many things come up a crisis at work comes up and now we're on a call for two hours and you know I'm I've got to be on this call I can't get off the call and say hey I've got to go to a hair appointment the second reason is our history with hair appointments for my market has been a drain on time and the fact that you have a place now you can go to that isn't a drain on your time a drain on time in in what sense meaning you know tradition for my market African-American women it's been make your appointment two weeks out get there at 9:00 and be there till 3:00 be there till noon right and we don't have that kind of time anymore we have kids that have to get to soccer we have you know book clubs we have work we have to do we have a conference call we have to be on and when you look in the mirror and say what do I need right now you don't want to say oh I need to make a hair appointment for two weeks from now you want to be able to look in the mirror and say I want to go get my hair done where can I go right now you got to remember all the customers that you've had for the years came there because there was no appointment so that you can't draw too much conclusion that the entire markets like that because maybe there's people that like appointments they just haven't been going to you because they because you didn't take appointments so I'm not sure you can conclude that obviously everybody doesn't like this model it's just interesting to feel out whe there could be there could still be room for people to want to make appointments is my point well we've heard both sorry could I make one other point I've never made an appointment to go see a barber in my life I just walk in you know and there may be some people sitting there or not um I don't think that Dana's model is all that unusual it's just not I guess what women are used to but no no I'm not saying it's unusual I'm just saying you're a perfect example I can't think of the last I've never gone into a place without appointment so the point is there's both types of people out there some people want to make an appointment and some people don't so I just would I think it'd be worth keeping an option open for people to do want to make an appointment because you've a qualified customer base the people that wanted to make appointments aren't coming to you because you don't take appointments so I I think I'd leave that option open if as you expand your customer base so the people that want to come to us because they want an appointment have told me I haven't quite grasped the concept of not having an appointment they had that said to me I'm assuming that it's an appointment it's my time and I'm the only one there and they but she said but I realize even when I make an appointment I walk into my stylist and I'm not the only one there and I'm still waiting so it's a transition it's a paradigm shift for them we are going to take appointments when we start opening in the Midtown location at 700 a.m. once kids start going back to school and we start getting to some version of normaly and women are reporting into work um we're going to open at 7: a.m. and have women make an appointment between 7 and 10:00 a.m. to come get their hair done I think that's great Paul how much you pay for a haircut $250 $3 tell us oh no how much I want to know uh no the the guy who's around the corner from me Al bonaventura uh who took over the shop from his father uh he charges 16 bucks and okay but I just get a I get a crew cut yeah no I mean it's I I just think that the idea of of no appointments isn't quite as radical as uh as we think I mean that that there's almost every business sort of breaks down like there like restaurants think there's some you just walk in you line up you get the stuff some you make a reservation well thing both for black women it's extremely radical there's never been a Walkin only hair salon for black women or women with thick and curly hair not at all well you're gonna find out then that's that's the experimentation in the market and we'll see what happens Dana I wanted to ask you that was one of the points you made in your pitch you emphasized that one of the things that you deliver to your customers is is time because uh people starting with your grandmother you refer to and and you got were in the habit of thinking you had to spend all day Saturday getting your hair done and you're making it possible for that not to be uh necessary that that's an entirely different world for for many of us and I'm wondering how often you have to explain that I'm sure your your uh target market understands that completely but when you're uh pitching investors is that a concept that you have to walk them through yes and and and not just investors anybody who can't relate if you've never talked to or you don't know personally uh someone who's a black woman or even a woman with thick and curly hair and what she goes through to get her hair done not that it's traumatic it's just timely it takes it takes a long time that's the genius I think behind this revolutionary idea is that the people people who can give me access to Capital the people who can grow help me grow a company have no idea of the money that this Market is spending and the pain point that I'm solving for it's not until you look at it and you look around and you go oh my goodness no I didn't know until you told me I had no way that was all very enlightening when you explained it to us months ago yeah yeah the world the world of thick and curly hair is is foreign to me personally but yeah my wife uh my wife has thick and curly hair and she just doesn't get a cut very often in 2017 or 15 Huffington Post reported that African-American women spend more than the gross domestic product of grease on Services alone on their hair wow wow and I'm the only walking only hair SW give that woman some C Capital so you have won $200,000 but you have to decide do you want to take it in a loan which I think I believe is a a 1% loan it's interest free interest free and and do you know what the term is no and the other alternative is a convertible note meaning that um it automatically converts to equity I believe so but you're not sure yet how much of the company they would end up owning nope I don't know any they just said it's a convertible note yeah go J go I I this is totally out of my wheelhouse so I don't I thought and I could be wrong isn't it possible that you have a choice of a convertible like at a time a particular time either you or the person that gave you the money is it's is it a for sure it converts a certain date or do they have a choice to either get paid back or take I mean are there options I believe there options and I think from what I've heard and and this isn't confirmed but from what I've heard it is a 24 to 36 month convertible note that is um it's it's from what I'm understanding the convertible note is set up to attract another investor to take them out what are you thinking convertible note why let's go not fast growth that's what I'm thinking let's go like it's not fast growth it's not oh I I want to have a million locations tomorrow I want to communicate Readiness preparedness access and network to expand maybe not expand five locations this is the time of covid but I want to communicate growth um and that's why it's very important what I choose to do with this money um and I want to be attractive to as as I've mentioned before a unicorn VC if you are the type of VC that wants me to grow exponentially in six months this is not the company for you when people use the term unicorn with Venture Capital they're usually talking about a company that can grow to be a billion dollars that's clearly not not what you're talking about here you mean a uicorn in the sense that a venture capitalist that is willing to give you time to grow and not put you on a set time schedule on a treadmill understanding and understanding as as the VC that has approached me and other ones that have emailed me and messaged me understanding because they know the market and they know the pain point I saw for that she may not be a multi-million dollar potentially billion dollar business today but we already see what she's doing and we see that nobody else is out here doing it and the one that has done it isn't catering to the market and she's killing it the one who did it so you know what let's get the resources and the capital to her Dana have you heard from a venture capital firm that takes the approach you're hoping for absolutely their multi-layered approach to business growth it's it's all about time it's a business development professional development brand development marketing it's it's this okay we want to grow with you because we uniquely positioned understanding what you need and what you don't have um and I'll be honest with you a lot of the VCS that are approached me are black and they know like they know what's going on they know what do they know Dana do they they know your Market or they and understand your business or they know your mind what what are you referring to all of that my market they know my exactly I was about to say they know my market they know my challenges they know they can look at an idea see that I've see what I've done and understand why I have not been able to do more they understand the value of the network the network they've cultivated and why they want to bring it to a business like purely boy to see if it's a viable option to grow they understand that if you're just going to look at her Revenue number you'll think that oh this business is nothing no you have to look at what she's doing and look at how she plans to do it if you approach it one way when I sit across the table from you know three or four white men who have no connection to this at all it's a bad idea I can't tell you how many people not in the VC world or investment world who I've talked to and they've just dismissed me as another hair salon because they don't quite grasp it then on the other hand I've talked to several white men who taken the time to understand the pain point and how it's affected me are you talking about us are you talking about us yeah honestly okay good on when I first met Lauren I was I was excited I didn't never have to I I never had to hear from Lauren again because I was so excited that someone who didn't look like me sat down with me on a short bus ride and by the time we got off which was like 5 10 minutes later he got it and I was like okay so it's not me right and that's what these VCS these minority Ram VCS are saying no no no no no sweetie it's not you Goldman Sachs just put out a a a study and we're all reading it and it's a study about being black and Entrepreneurship and here we are thinking it's us oh my gosh like no the hill is a little steeper for you it's not just you it's a little steeper for you Dan it's not just a little steeper I mean that we've all read the stories that um that relate the percentage of venture capital that goes to women and minority entrepreneurs it's it's incredibly tiny do is your experience giving you any sense to whether that's changing I do think covid has has required people to look at things differently there are preco businesses that were securing Investments and killing it that had to close during covid I think it's more more about not just the idea not just the revenue I think that people are having to step out of their box out of their comfort zone I've said this before get Dana out of the box you have her in and listen talk to her find out what her eight years of experience running this business has done and go from there I think postco it's requiring people to say you know what revenue is one thing but what what else can we be looking at as a measure of likelihood of success um and maybe Revenue isn't high right now but why not right and ask those questions and I think that's what's happening um I again I think people are looking for businesses that are non-traditional um you know to kind of to there's other ways to make money outside of being an app you're getting $200,000 that's a lot of money it's not unlimited money uh you've got a think carefully about what you're going to spend it on do you know what you want to do I do uh marketing I've never had a proper marketing campaign um I'd like to do marketing um my customers would like me to reopen my my Suburban location here in Michigan so that's an option how are you thinking about that in terms of what it will cost and how you will do it I'm thinking to start um because I'm hoping the marketing campaign will generate enough over time generate enough Revenue so I'm not pulling from the base anymore um but I'm expecting maybe 20 20 to $40,000 on a good startup marketing campaign and are you gonna hire somebody to um to manage that yep and there's market research we want to do um I'm looking to start um invest the money in a product line I've already started that um and so it's it's about they want me to come to them with peral Boyd's Vision on its best day that's and that's why I think the network access is so important I've spoken with previous year's winners who told me when they have that meeting with you they're going to set you up to succeed so be prepared so I'm not in a rush to spend the money I'm not in a rush to get the money um I had an idea clear you know really clear of what I wanted to use it for um but understanding who I'm about to sit across the table from and have the conversation with I'd like to set up a solid plan um based on as much data as I can get and go from there then let's let's um give out the money you know based on that so Lauren to your point $200,000 I it isn't that much money you got to be careful because you know that that's it's a certainly a good amount to do something with but like poof you know stuff yeah all the stuff you mentioned 30 grand 50 Grand 20 grand 80 grand yeah quick yeah tell us about the products Dana you've talked about that a little bit previously but we've never really walked through it I mean that seems like a bit of a departure to me it's not the basis of your idea it's not what you pitched I don't think uh oh I guess it wasn't in the in the video it's towards the end it's the it said you know with this money we'll use it for the following and I listed four things and then the product came up on the screen so so but my my point larger point is it just it's it's a different skill set you're talking about um mixing um you know materials creating something that people are going to use on on their hair it's a you know you're talking about distribution Supply chains all kinds of different things that you don't have to do running a hair salon um how are you thinking about that just as you listed most hair salons have a retail space most hair salons get most of their money most be businesses if if it's a brick and mor to get their money from retail not necessarily stuff they've made themselves though exactly so for Peril boy we' we've sold barely retail almost not even worth mentioning and I've decided to private label to do our own formulations based on years of experience as talking to customers talking to my staff seeing what works what doesn't work what we have in there that could be better so I'm going to do that and then a lot of the people want our tools they want our blow dryers they want our brushes they want our combs in addition to that I want to produce a set of videos here's the anti-itch and Growth Oil that we're coming out with this is how you apply it and these are the results you should see over time here is our um edge control here's the edge C this is how you apply it and just have a video on our Scalp Treatment kits um everything that we use in the salon um I I'd like to be a Lifestyle brand I don't just want to be a place that purely boys where you come to I want to make sure you're exercising uh hair care when you're away from us as well when you said that people want your your brushes and your blow dryers are are those paral boy products uh or that that you've created for the salon or uh something that you bought from some that somebody else created it was something that we that we bought um but again we were using them differently there was a way we blow dry um and there's and using those tools so um the type of blow dryer I brought with me from New York um and but what I've talked to them about is here's what I like to do to make it better the manufactor I've talked them this is what I like to do to make it better um and this is what I'd like to do to make it ours and so I'm G to I'm going to do that again that's why the conversation with uh quick and loans and the Detroit demo day people is so critical because it's a matter of what what do you spend the money on um that would yield a return that makes a convertible note viable what are the things you want to do so tell you everything she's talking about from my perspective makes perfect sense you're also talking about the internet just selling it at full price on the internet all over the country as well as getting into some stores and then tribal Association is huge people want to you know look what Oakley sunglasses did 30 years ago I mean there's so many brands people are putting stickers on their back window that said Oakley people want to believe in something people want to belong to something if they like the products I could totally see where they just ass soon get a brush with your name on it you know why not so CD there is no CBD hair care line towards women with thick and curly hair so right now we have a CBD hair growth oil and I'm mailing out some product today it's been up for a couple of days and they've already buying it so it's a matter of getting that out there and again the marketing I know with the money marketing is happening no matter what marketing marketing marketing marketing towards products marketing towards butts and seats um and then it's a matter of you know probably doing the products um unfortunately several salons in the area have closed so if I want to open up a reopen my Southfield location I have options to choose from that I don't have to build out from the studs I can take over a former Salon spend money to make it my own and then reopen so that's that's an option as well do you think you're getting the $200,000 enough money for you to do all three the marketing the products and another location I don't know I think I think the $200,000 is enough to get it started but again you I have to choose something that is going to make money um in order for it to be paid back or to convert I can tell you in her situation that the quote unquote marketing dollars most of it's going to be PR because she's got all the story to tell now to go start doing radio ads uh tv ads print direct mail it's extremely expensive that money will be gone in a heartbeat whereas your story can be told and that will get you that'll be the far by far the most efficient way of getting out there on top of having a great you are a retailer having a great ation is is a huge part of quote unquote marketing but it's paid for in rent so you can spend $300,000 in marketing in a Flash yep and so it's gonna but that's the thing when you start it and it's out there it's going to start generating money for you um it's I'm actually going to meet with a publicist a PR you know person to talk about you know she's like you're hot right now it's time like we can get you a ton of press even some in the national press right now has there has there ever been a PR person who didn't say that actually yeah i' had I've had someone say to me your your story isn't it's going to be hard for me to to Market you it's going to be hard for me to pitch you to news agencies um and so you might get a small local circulars but getting you pressed I've had someone say that to me yeah but those small local circulars might be more effective for you than national press they weren't I've had I've talked to many PR people I've hired many PR people and just like everything else no no worse than everything else like if you hire a plumber he's probably going to fix your syn probably whereas you could hire a PR person and they could do absolutely nothing so there are people that are extremely talented and gifted and connected and'll do a great job and there are people who will just suck $10,000 out of you over a few months and say this thing takes time and then you fire and i' I've been through all of them and and you can't be too careful with that stuff because point they all say most of them will tell you they can get you publicity but the question is who's their accounts now and what are they doing for them because that's and that's what I've looked at that's why I've agreed to sit down with them because I've seen what they've been able to do for other people um and what they're currently doing but that that national press thing I think is something that you have to think about carefully I mean it it might be fun but but I don't is it going to drive customers into your salons well she's selling things online though if she's selling products online that could be great it depends it depends on what the national press is if the national press is Wall Street Journal maybe not so much if it's Ebony magazine Black Enterprise that's something else right so um I'm really focused on local um I've had national press I've actually had more national press than I've had local press so it's time for us to really check the boxes on local press here um and some and maybe some natural thing I would like my product to be on the Today show I would like my product to be you know in a magazine in People magazine hey have you D have you guys tried this it really works so those are things that that you know we can talk about and the viability of it may not be viable right now that's fine um but for for now I'm sitting down with a PR person tonight um because I had a couple I was meeting with um to talk about the local boxes I want to check off let me tell you the first thing I'd ask him because like I said I've been through this this is the P this is what a lot of them do they spend all their time pitching clients and then they get them and they turn it over to the 23y old who's making you know $15 an hour to do the mediocre work I would ask them specifically who is it that'll be working who's or or are you the person that will'll be working on my account because because um I've just seen that too many times m yep hey could I I want to throw out just a slightly different perspective given the uncertainty of the time and the fact that you were making a major business and operational move anyway um have you considered accepting the check and doing nothing for six months and just you know presumably you had a plan that was going to that was going to result in some success anyway and now this money arrives and all of a sudden you're running around I can do this I could do this I could do this and a lot of times just playing focus is the critical business skill and so yeah just wonder you thought about I so it's not I don't think they're gonna cut the check and have me sit on it I'd rather have the conversation and wait for the first dispersement um and that's what I can't afford not to do anything right I have to do something well the good news is before this happened you've been making major progress let's just review because this is critical you fixed your pricing problem which was a problem that's Finance you you're fixing your managing you you hired a qualified manager you've never had the luxury of that and you're figuring out about locations so the good news is you've been you've been you've been doing a lot of work in the last six months getting ready for right the future so it's good Tim I think I I think for to Paul's point I I think if I'm hearing him correctly it's a matter of doing nothing I.E not spending and that's what I'm prepared to do I'm prepared to not spend and plan and and I don't want to plan to death you know I don't want to plan you know a year from now I'm still planning but more preparedness and so when it's time to have you know money dispersed we're ready with a pretty Sound Idea as to what the ROI would be for that investment yeah I guess the point I was making is that you're in the middle of a bunch of stuff and a lot of times what makes or break something like that is just being able to do it long enough before you go broke so you really learn how to do it and that you know a $200,000 cushion is just time to me that's the first thing I think of now I have time before it it moved the the doom day on the horizon back C some number of months and it takes the pressure off what you're currently doing now and uh I think it's always tempting to think about what new shiny thing I could be doing but there's often huge value in just getting better at what you're doing now I think you also have to think about the timeline for each of those elements that you're considering how long will it take you till you have products ready to to sell online how long would it take you to get another location Open um maybe you want to wait on the marketing until you've got both of those things ready absolutely so one of the products is here so that's ready to go like I said I'm shipping some out today the other two products won't be available till November you're absolutely right timing when you do marketing expect 90 days before you get anything back um but again that's even before you spend the money you have to prepare the content you've got to prepare the commercial you've got to prepare you know the social media campaign so all of that has to be done before you can even you know not only get a dispersement but hit the button to expect in Roi so that's I I I understand what Paul is saying I I guess he's not saying don't do anything he's saying don't spend anything until you're prepared and and that's what I want to talk to them about this afternoon I need to be prepared especially given the crisis that we're still going through absolutely wait what crisis are we talking about Co there are a couple crisis of yes there are Co right now is the one directly affecting me we are just about out of time but we have one loose end to tie up before I let you go and that is uh Jay you have to tell us what you spend on a haircut I spend uh $36 yeah I get an appointment she washes my hair and then she she pretends like she's interested in my life and I I talk to her for a little while and and um and I've been going to the same person for 20 years wow we're gonna have to have her on the podcast yeah you should she knows all my secrets you know what I'd like to hear back Lauren I don't know if your listeners can do this um in their comments I would love to hear what they think I should do with the money I would love to hear that too you know in the new reformulated 21 hats we're going to make it very easy for our listeners to participate in conversations like that unfortunately that is not completely uh set up just yet but I will say this um if anybody listening has thoughts about that here's my email address L Feldman 21h hats.com if you have thoughts for Dana I would love to get them from you and I will of course relay them to Dana and we'll uh we'll talk about them on this podcast my thanks to Paul Downs Jay goz and Dana White appreciate it guys thanks for listening everybody this episode was produced by Jess Theron founder of blank word Productions remember we started the 21 hats podcast to help business owners feel a little less isolated to let them know they aren't the only ones fighting these battles if you got something out of this conversation please help us reach more people tell a friend subscribe and review us wherever you get your podcasts follow us on Twitter at 21h hats and let me know if you have a question or a comment or a topic you'd like us to cover my email address is L Feldman 21h hats.com see you next time [Music]