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In this episode, Todd and Jen break down one of the most misunderstood topics in the salon business — price increases.

Forget the blanket $5 rule or the “just raise 3%” advice you’ve seen floating around. Those outdated approaches are costing salons profit, stressing out owners, and undervaluing high-ticket services.

What's covered:

• Why flat-rate or micro-percentage increases don’t make sense for every service.
• The “technician-to-owner” gap and how it sabotages pricing decisions.
• Why public price increase announcements can hurt more than help.
• How to confidently raise prices without losing your best clients.
• The exact steps Hello Hair used to give nine employees a 15–25% raise, with zero client loss.

Todd and Jen also share real-world scripts, leadership strategies, and client psychology tips to help you increase your pricing strategically, protect your profit margins, and keep the right clients coming back.

If you’ve been hesitant about raising prices or worried about client pushback, this episode will give you the mindset, math, and method to do it the right way.

Key Topics Covered:

00:00 – Intro: Why $5 or 3% increases don’t work
03:50 – The technician-to-owner gap and leadership blind spots
07:40 – Myth #1: The $5 Rule explained (and debunked)
09:55 – Myth #2: The 3% Rule and why it’s too low
12:30 – The hidden cost of announcing price increases publicly
20:00 – What pricing should be based on
26:40 – Education vs. value: what clients care about
27:50 – Hello Hair Pro’s 15–25% raise case study
36:00 – Coaching your team through price changes
39:00 – How to raise prices: step-by-step
46:00 – Standing firm and projecting confidence
47:40 – Client psychology and retention after an increase
49:00 – Closing thoughts and call to action

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