Ep. 30 - How To Hit 6-Figures as a Solo Esthetician, With The Esthetician Coach
I recently sat down with Brittany Hagemann, who helps solo estheticians build wildly profitable businesses without teams, and we had the most fascinating conversation. And honestly? It made me think about you.
Because here's what I know: you're reading this right now probably feeling stuck at a crossroads. You're making decent money, your books are full (or close to it), but something's not quite right. Maybe you're exhausted. Maybe you know there's more money to be made but you can't figure out how without cloning yourself. Maybe you're wondering if hiring is the answer, or if you should just figure out how to make your solo operation more profitable.
Let me tell you what I learned from talking to someone who lives on the complete opposite side of this business from me.
The Real Question Isn't About Money (But Also It Totally Is)
Here's what Brittany told me, and it hit me like a ton of bricks: "I always ask them, do you want to be a boss?"
That's it. That's the question.
Not "do you want to make more money?" Not "do you want more freedom?" Not "do you want to work less?"
Do you want to be a boss?
Because here's the truth that nobody talks about: both paths can get you to six figures. Both paths can give you freedom. Both paths can burn you out if you do them wrong.
Brittany's clients? The ones who work with her and follow her system? 95% of them double their revenue within a year. We're talking going from $5,000 a month to $10,000-$13,000 a month. As solos. Without hiring a single person.
My clients? They're building teams, creating systems, and yes, also hitting those same revenue goals (and beyond). But they're doing it in a completely different way.
What Holding Yourself Back Actually Looks Like
Whether you stay solo or build a team, there's one universal truth: your pricing is probably too low, and you're probably not selling enough product.
Brittany said something that made me laugh because it's SO true: "If you are fully booked and you are making $5,000 a month, that is the first problem to solve."
Your prices are too low. Period.
And if you're not hitting that 40% product sales ratio (40% of your revenue should be from product, 60% from services), you're leaving money on the table. Lots of it.
One of Brittany's clients added an online shop and made $4,000 in product sales her first month. Just by talking about products on her stories every day and finally giving people a way to buy.
The Solo Path Can Be Insanely Profitable (If You Do It Right)
Look, I'm a team person. I love my team. I believe in the power of hiring. But I also need you to hear this: staying solo is a completely valid, profitable business model if that's what you want.
Here's what Brittany's most successful solo estheticians do:
They charge premium prices without guilt
They sell skincare confidently (not salesy, confidently)
They add higher-end services (think PRX, skin pen, advanced peels)
They create online shops so clients can buy 24/7
Some even private label their own products
They're not working 60-hour weeks. They're not sacrificing their families. They're strategic about their pricing, their services, and their marketing.
The Team Path Requires a Different Skill Set Entirely
But here's what Brittany said that really stuck with me about hiring: "If you're uncomfortable putting a post on social media, you're not going to have a conversation with someone about their work performance."
Ouch. But she's right.
Building a team means you need to be comfortable with:
Having hard conversations about performance
Firing people who aren't the right fit (even when they're nice)
Managing personalities and conflicts
Being the one responsible when someone calls in sick
Training, retraining, and training some more
Yes, you can sip margaritas on a beach while your business makes money. But you might also get a call that someone's stealing from the register, or a client hates the new esthetician, or two team members aren't getting along.
That's the real job. Not the Instagram highlight reel. The actual, daily reality of being a boss.
So Which Path Is Right for You?
I'm going to be really honest with you: I can't answer that question for you.
But I can tell you this: the worst thing you can do is stay stuck in the middle.
Don't stay solo and underprice yourself out of burnout. Don't hire just because you think you "should" or because someone else is doing it. Don't keep spinning your wheels doing the same thing month after month hoping something will magically change.
If you want to stay solo, go ALL IN on that path. Get your pricing right. Master your product sales. Add those higher-end services. Build systems that support a profitable one-person operation.
If you want to build a team, stop dabbling. Learn how to hire well. Get comfortable with hard conversations. Build the leadership skills you need to actually manage people.
Both paths work. Both can get you to six figures (and beyond). Both require you to confront the things you don't want to do.
Here's What I Know For Sure
Whether you work with me, work with Brittany, or work with someone else entirely, the key is this: you need someone in your corner who can see what you can't see.
That's what coaching is. That's what it should be.
Someone who can say, "Your prices are too low" when you need to hear it. Someone who can say, "You're ready to hire" when you're terrified. Someone who can say, "Here's exactly what's holding you back" when you're stuck.
The Real Cost of Staying Stuck
You know what's more expensive than investing in coaching? Staying exactly where you are for another year. Two years. Five years.
Staying underpaid. Staying overwhelmed. Staying in that space where you know you could be making more, doing more, being more, but you just can't quite figure out how to get there.
That's the real cost.
So Here's My Challenge to You
Ask yourself Brittany's question: Do you want to be a boss?
Not "should I?" Not "what would other people think?" Not "is it too risky?"
Do YOU want to be a boss? To manage people, have hard conversations, build something bigger than yourself?
If the answer is yes, let's talk about building your team the right way.
If the answer is no, that's completely valid. Find someone who can help you build a wildly profitable solo business.
But please, for the love of all that is holy, stop staying stuck in the middle.
Your business deserves better. Your bank account deserves better. And friend, YOU deserve better.
Ready to explore what building a team could look like for your spa?
Fill out this intake form to book a discovery call with me. I work with spa owners who are ready to hire their first employee (or build a stronger team) and finally pay themselves what they're worth.
If you're ready to stop wondering and start doing, let's chat about whether team-building is your next move. Because either way, you're capable of so much more than what you're currently doing. I just know it.
