The Legacy of CBXLA

SPEAKER_01 0:00

Hustlers, on today's episode of the Trump the Hustle Podcast, we're sitting down with a true powerhouse female entrepreneur right out of San Antonio. She has taken teeth whitening to an elite level, scaling from a home-based trap house also to a premier storefront in Stone Oak with a full team and expanding line of high-end oral care products. Her journey is a masterclass in resilience from overcoming the speech impediments and navigating the challenges of being a teen mom to surviving a COVID era that stripped away her stable career as a dental hygienist. Instead of folding, she took her last $1,500, bet it on herself, and created a luxury brand that combines medical precision with a high-end aesthetic. Today, we deep dive into the resilience it takes to build an empire from scratch, the transition from clinical practice to business ownership, and how she leverages social media and local networking to dominate the San Antonio market. On today's episode, Queen of the Mouth. Welcome to another episode of the Turf to Hustle Podcast, where real estate investors and entrepreneurs share the stories, strategies, and mindset behind your hustle. I'm your host, Michael Giannis, aka Mr. Hustle, and today's super special guest. I'm gonna call you Heather, but we all know you as Queen of the Mouth. How are you doing?

SPEAKER_02 1:14

I'm doing great, actually. Thank you. I appreciate it.

SPEAKER_01 1:16

That big smile, right? Everyone sees you, you can feel that smile. I definitely appreciate being on the on the podcast. Definitely long overdue. Facts. Especially because female hustler out of San Antonio. I just love to see a female hustler win, do what they're doing, and you got a crazy story, and I know the story because I've been going to your shop for years, and for this podcast, I really want everyone to see what it takes to be a hustler. Everyone says I gotta hustle and I want to do this and I do that, but looking at your story and keeping in touch in contact with what you got going on, hustler. So I'm excited for your for this podcast. But before we get started, Heather,

Professional Teeth Whitening vs. Mall Kiosks

SPEAKER_01 1:53

aka Queen of the Mouth. When people think of me, my hustle is real estate wholesaling, real estate flipping houses, and real estate subject too by taking over mortgages. When someone thinks of Queen of the Mouth, what's Queen of the Mouth hustle?

SPEAKER_02 2:08

Luxury teeth whitening. Honestly, it's teeth whitening to another level. Nothing can compare.

SPEAKER_01 2:15

Luxury teeth whitening. I gotta ask. Difference between and break it down.

SPEAKER_02 2:19

Yeah.

SPEAKER_01 2:20

Teeth whitening and luxury teeth whitening, what really is the difference?

SPEAKER_02 2:23

The real difference is my education. So I was a dental hygienist. Um, the difference between my products and any other products is I know what your enamel is made up of. Your enamel is made up of 97% hydroxyapatite. I decided to add nanohydroxyapatite to my whitening gel. So not only are we whitening teeth, we're repairing, we're restoring, we re- we are remineralizing your teeth while we whiten them. All on top of having wireless headphones, a TV, blankets, a whitening tech catering to you in your chair with your time, not just leaving the room and walking away and you're like drowning in your saliva. No, baby, we don't do that. We have the standard and we passed it.

SPEAKER_01 3:05

Talk about luxury. Okay, you're about to say some scientific words. I was like, those scientific words are luxury in the zone. But I again I know your story, Heather. And before Queen of the Mouth, and I'm sure more than thousands and thousands of clients that's been to your shop.

SPEAKER_03 3:21

Yep.

Who is the Queen of the Mouth?

SPEAKER_01 3:22

I would assume from day one, because you used to do this at your house. Yep. Back in the day when you were doing this in a trap house, right? Trap house pick up that white stuff for your teeth. Yeah, yeah. Uh to the business that you went to CBXLA, and now you actually own your own storefront in a prominent area. But I want to go back before that, before Queen of the Mouth, before the thousands and thousands of clients. Let's talk about like little Heather. What's what's little Heather's story?

SPEAKER_02 3:45

So little little Heather, as you can hear, I have a speech impediment. I you have a frenum underneath your tongue, and that's attached a speech impediment.

SPEAKER_01 3:55

No, frenem. What did you say? A frenum, yes.

SPEAKER_02 3:57

The attachment underneath your tongue.

SPEAKER_01 3:59

That little thingy?

SPEAKER_02 4:01

So that is uh more attached in my speech, so certain words I can't say. So it actually used to get bullied speaking when I was younger.

SPEAKER_01 4:11

I was about to ask, what word? Any of the Wells. We were talking about legit here, right? No, it's the hardest word for you. I'm curious. What is it?

SPEAKER_02 4:18

Uh warm, like any W or R words, words.

The Science of Luxury Teeth Whitening

SPEAKER_02 4:23

Like, you know, if I say sometimes I remember one time we were doing a wedding shoot, and I had to say, I'm gonna get you wedding ready. And that literally took me fucking an hour to do. I was like, wedding, wedding, ready. Like I couldn't say it. And now finally I have to like train my brain to like slow down and really, really pronunciate all of my W and my R words.

SPEAKER_01 4:47

I never noticed that. Yeah. But now that you say it, I can kind of pick up a little bit.

SPEAKER_02 4:51

So I used to get picked on little Heather Gotham. Yeah, no, it was bad. Because I mean, I didn't know, right? I just knew that I spoke differently. I pronounced things differently. Uh, that was back when the teacher would call on you to read in front of the whole freaking class, and here I am, like sweating, like this bitch better not pick me, because if I have to read in front of everybody, then I know that I'm gonna get picked on at recess, and then I'm gonna have to get in a fight because I don't take shit from nobody, even little Heather didn't. And um, even though, yeah, that, and on top of it, I was chubby, on top of it, I had crooked teeth, on top of that, I was blind, so I had thick ass glasses. Like it was a catastrophe mixture of hell growing up.

SPEAKER_01 5:32

Hot mist.

SPEAKER_02 5:33

Yeah. So I think that that's why I really love making people feel beautiful, and that's my passion. And I think that that's what keeps me going because when I finish with the client, and that's what's kept me chair side because a lot of people ask, like, hey, you have Destiny, you have Crystal, you have Heather. Why are you still doing it when you can scale? Because I actually like making women feel beautiful or a man feel more confident, you know. I really like that feeling, but it goes back to little Heather when I wasn't confident, when I was self-conscious, when I wasn't really sure of myself. And that's I think I needed

Heather’s Story: Overcoming a Speech Impediment

SPEAKER_02 6:11

to go through that to be as strong as I am now.

SPEAKER_01 6:14

Do you think being in a dental field was because of your speech, or was that just a big coincidence?

SPEAKER_02 6:18

That was a big ass coincidence. Yeah.

SPEAKER_01 6:20

That'd be cool.

SPEAKER_02 6:20

That was yeah, no, no, no. It was a big ass coincidence. Teeth was honestly, I was a teen mom. Well, fast forward a little bit. Yeah, it was fast forward. Um, I was a teen mom. Oh, fast forward in high school. High school, I was a little cunt because then I lost weight. I fixed my teeth, I got contacts.

SPEAKER_01 6:36

How old were you at this point? 15 years old.

SPEAKER_02 6:37

Uh 15, 16. I was on the dance team, and you couldn't tell me nothing. Like you really couldn't. I What high school? I went to Clark.

SPEAKER_03 6:45

Clark.

SPEAKER_02 6:46

Yeah. So I at that point, fast forward, I was like, no. And I would still stand up for people who got bullied. I was always that bigger person, and I would bully the bullies because I could. And I just would. And but when I was a teen mom, I actually wanted to be a fashion designer when I was younger.

SPEAKER_01 7:04

Yeah, let's let's talk about teen mom. Teen mom's art.

SPEAKER_02 7:06

Yeah.

SPEAKER_01 7:06

How old is teen?

SPEAKER_02 7:08

I was 18 when I had my daughter, yeah.

SPEAKER_01 7:09

18 when you had your daughter. Out of high school at that point.

SPEAKER_02 7:12

Yes, I was I graduated, yeah, out of high school.

SPEAKER_01 7:13

Pregnant in high school?

SPEAKER_02 7:14

No, no, no, no. Nothing wrong with that. My mom had me at when she was 16, but no, I wasn't pregnant in high school. I graduated, I walked the stage. Um, but I was supposed to go uh out of San Antonio for college, and I actually didn't. I stayed because I got pregnant.

SPEAKER_01 7:30

What did you want to go to college for?

SPEAKER_02 7:31

Fashion design. Oh, that's right.

SPEAKER_01 7:32

Fashion design. Okay. Well, I mean you obviously got fashion now, so you're still in the in that world. So 18 years old, well, one, from being a bully little kid to outshining that and becoming who you are as a young woman, graduated high school from Clark, then got pregnant, still in that fashion world. And as a teen mom, I mean, that's tough. I mean, I used tough for anyone. It was tough just being a parent. Yes. But as a teen, it's even tougher, right? What was next for you? Like, man, fashion's not that for me. Not to say that being pregnant killed dreams because you do hear that a lot. What was next after fashion design that didn't happen because of the teen mom?

SPEAKER_02 8:07

I don't think that it was like it kills a dream. I just think that you have to be more strategic and more realistic about your goals. Um, you know, and I'm not saying it's not gonna happen because I love fashion, right? But I needed something to provide for my child that I was gonna bring into this world that she didn't have any control of, right? So then I started looking into different programs, and San Antonio College actually has a daycare on site, and I was a waitress at the time, and um it was either a nursing program that I wanted to do, and then I saw dental hygiene, and I looked into both of the careers, and I wish I could say, like, oh, my passion was always teeth, or my passion was always this. No, my passion was my daughter that I needed to feed, and I knew that if I was a nurse, I would be working crazy hours still. Um, you know, shout out to all the nurses because that's a hustle in itself. Dental hygiene is a hustle too, but it's at least the hours are from eight to five, right? And so that's where I was like, okay, I'm gonna do this, I'm gonna be all in for my daughter. And that's what I did. And I started and did all of the different fields because I didn't get accepted the first go-around for dental hygiene. So I had to become a dental assistant first.

SPEAKER_01 9:21

I think you said all that. I'm thinking back to the waitress. I didn't know you're a waitress. Yeah. As a waitress, it takes a lot of communication skills, right? Communication skills, and I don't know if you have tables or or were you waitressing

Navigating Life as a Teen Mom

SPEAKER_01 9:32

it?

SPEAKER_02 9:32

Uh I had a steakhouse at Longhorns. I have a waitress everywhere. I had so many jobs, and I worked at the wash tub too.

SPEAKER_01 9:38

The washtub. So waitress is tough. I mean, I used to have that steakhouse. I don't know. You remember that steakhouse they had, uh, Ace of Stakes? Yes, yes. I was a waiter one time. I was like, bro, that's tough. Yes. It was a small table, and it was just it was just tough. So for a waitress, I think about that and how did that as a waitress give you a foundation to where you're at today? Because a waitress, you're hustling, you're bustling, you're moving, you're talking to people, you have to have that interaction. And it's tough for a lot of people. A lot of people want to be introverts and not really do that. So you think waitressing helped a lot for your foundation?

SPEAKER_02 10:09

No, a hundred percent. Waitressing definitely helped me um helped me with my communication skills. It helped me talk to people and get out of my comfort zone. But then it also helped me build relationships because I loved seeing my regulars on Sundays, right? So they would come and they would have their Sunday dinner and they would take care of me all through all through my college career. It was it was pretty dope. And I feel like I think that's why. Funny story, I know we're fasting, I'm skipping around because I have ADHD. Um, Elijah was actually my server at Olive Garden, and I was with my family. And I saw him hustle. He had chingles of tables, and you could tell, like, he was busting doing this, and he still came to our table, great, presentable, good attitude. And I was like, I saw me because that was

Pivoting from Fashion to Dental Hygiene

SPEAKER_02 11:03

me. Like I was had like all the tables because I could handle it, and I was stressed, and then you go, you it looks all calm in the front. It doesn't look calm, yeah. And then you fucking pass that door and right where's the soup? I need the food, where's the bread? Like, you know, but then when you walk back out, then it's calm again.

SPEAKER_01 11:20

That's definitely a lot of people don't see, right? Because I had a restaurant. I know exactly what you mean. I had that restaurant was a really cool idea, but that was tough. It was a good thing.

SPEAKER_02 11:27

Dude, you were so excited about that recipe.

SPEAKER_01 11:29

The outside looked cool. Exactly what you said. Cool, calm, collected the back. Oh man, we were nervous. This 86 that where's this, that you got staff fighting.

SPEAKER_02 11:37

That's cold, this died, no one took it out because then you have servers, like when you have tables, they're just sitting and you know, not serving other tables because it's not their table, so things are dying in the window. And it's just a lot. A little back end stuff, yeah.

SPEAKER_01 11:50

You guys who have never been in that food industry, it's a lot, man. So make sure you guys tip y'all's waiters.

SPEAKER_02 11:53

No, facts. So I saw Elijah and I was just like, I need him in my life.

unknown 11:58

That's cool.

SPEAKER_02 11:59

Literally, because I saw it. And when you have it, you have it. And when you have something special, you can see it and bring it out in other people, I think.

SPEAKER_01 12:08

So I have the waitressing when it's cool. Yes. Then the dental field.

SPEAKER_02 12:12

Mm-hmm. Because I didn't get in to hygiene first, which is that's why you don't give up.

SPEAKER_01 12:16

So break that down for me, because I'm not a dental guy. Hygiene is why the way they clean, right? And in dental school is when I get D. To be a dentist, yes.

SPEAKER_02 12:24

To be a dentist. Yeah, that's a dental school's dentist. And then dental assistant is the one that does all the work, gets paid the least, and has to deal with the most shit. Right.

The Grind: Waitressing & Dental School

SPEAKER_02 12:35

Like I'm just being real. That's how it is. That's how it is.

SPEAKER_01 12:37

Or assistant, that's that's how it is, right? Nurses too.

SPEAKER_02 12:40

So, like, literally, I didn't get into hygiene my first go-around. I applied at the health science center. My GPA was a 3.4 at the time out of the 4.0, it wasn't good enough. Um, so I heard about a school, Concord, and I was just like, okay, I want to go to this school because they have a dental hygiene program. And they're like, Okay, well, um, since you didn't apply right away, you can start off by being a dental assistant and do that and see if you even like the dental field. And I'm like, okay, well, you know, let me just see if I like it. Oh my God, it was excruciating. Mind you, now, a dental assistant, I have my daughter, I'm pregnant with my son now. Uh, I was working at 6 to 9 dental on the southeast side. Yeah. So we would start at 6 a.m. and I would end at 9 p.m. And it was crazy. And we would convert, do a lot of same-day treatment. Um, but because she was a new dentist from California, she actually showed me a lot of systems. And then Dr. Arundo was my dentist that I assisted, and he taught me so much about dentistry, not just, hey, give me that pin. He's like, you need to give me this pin because of this reason. I need to write on this sequence, like, told you the steps on why. So when I looked at an x-ray, I hadn't even gone to hygiene school at that point, but when I would take x-rays, he already had told me what to look for, what to look at, just to give me that knowledge because he was like, No one really wants to learn. They just want to do the task, take the x-rays, okay, call the doctor in. No, I'm like, hey, doc, why is it like that? Or why is this up here? Or why is why is it darker right there? And he was telling me everything. He told me, he gave me all of his knowledge. And for that I am so appreciative. And then just seeing him with his patients, how much he cared. He is honestly one of the best dentists I've ever worked for.

SPEAKER_01 14:30

Hustlers, real estate investing doesn't have to be overwhelming and you don't have to do it alone. If you've been watching from the sidelines, scrolling past deals on Zillow, or binging YouTube videos, but still not taking action, this is for you. That's why we built Hustle Academy, a community designed for new and experienced real estate investors who want to learn, network, and grow. Inside Hustle Academy, you'll get weekly live calls, QA sessions, and step-by-step classes on fix and flip, wholesaling, creative finance, and my favorite subject to deals. Everything you need to know to build real skills and start closing real deals. You'll join a powerful group of like-minded hustlers who are sharing wins, breaking down deals, and all pushing towards the same goal: financial freedom through real estate. If you're ready to level up, no matter what stage you're starting at, join Hustle Academy today, tap the link in the description, or visit hustleacademy.com and let's trump the hustle together. That's really cool to see uh a natural leader like that, right? Again, I always go back to when we start the podcast from Little Header to Who Are Today because I feel like there's a lot of foundations

Learning the Clinical Side of the Industry

SPEAKER_01 15:35

on how you became the person you are and how every person who sat on that chair before, right? What's their foundation? That could be, I'm assuming, one of the solid foundations to have a leader show care, treat the patients that may have trickled onto where you have to do a quick.

SPEAKER_02 15:48

You know what? I feel like I'm at a therapy session. You're unlocking memories that I don't even remember, bro.

SPEAKER_01 15:52

That's good. And that's how we turned the hustle, right? That's how we literally turned the hustle.

SPEAKER_02 15:56

I thought like, shoot, that was back there, huh? But you know, it's like we get so busy with the hustle and bustle of day-to-day that you do, you forget those core memories or those core events that happen that build you to get you where you are. This is dope.

SPEAKER_01 16:10

So now you're in the dental field doing DA stuff, which no one likes for the most part, right? It's a lot of work. It was crazy. Uh and then you said, Hey, after DA, because your goal was always hygienist.

SPEAKER_02 16:19

Always.

SPEAKER_01 16:19

But you were starting at DA. You started working towards hygienist. What was next after DA?

SPEAKER_02 16:24

Uh, then the program got opened at Concord for dental hygiene. And I went, I went to go apply, and um I got accepted. I passed the test, because you have to go and you have to pass a test to even get accepted. The good thing is that because I had already gone to SAC and did UTSA classes, I already had all of my core curriculum done. So the majority of the classes I did when I started the dental hygiene program was just dental hygiene because I had already done the basics.

SPEAKER_01 16:54

Cool.

SPEAKER_02 16:55

And so that's why I have my degree in biology and chemistry because I had that before. But I mean, when I went to go look for a job for biology or chemistry, I mean, I could have been a substitute teacher. And I am not responsible for today's youth. I'm just not that girl. I know that, I just I'm not gonna be that.

SPEAKER_01 17:11

Teaching's hard.

SPEAKER_02 17:11

Yeah, teaching's hard. So I was like, okay, so I got accepted, and now I'm in the program.

SPEAKER_01 17:16

When you got that letter or or that word of acceptance, happy, excited, or like I knew this was gonna happen.

SPEAKER_02 17:22

A little bit of both.

SPEAKER_01 17:23

Yeah.

SPEAKER_02 17:24

I feel like I am super fortunate that whatever I set my mind to or whatever I say I'm gonna do either happens or eventually happens or something better happens.

SPEAKER_01 17:36

How do you make that happen?

SPEAKER_02 17:38

By fucking hustling. No, no, by the way. But believing in myself. Honestly, as cheesy as it sounds, just knowing that it's gonna happen, believing that it's whatever I want, I can achieve. Because if I didn't have that idea in my head, then it wouldn't exist. I have an idea in my head because I can do it.

SPEAKER_01 18:01

So now you're in the school. Yes. The knowledge and everything you expected.

SPEAKER_02 18:05

It's hard as fuck. It's hard. Yeah. I thought that it was gonna be super easy. I thought I was just gonna go in and just wreck it. Like I thought I was just gonna go kill it, it's gonna be dun dun. No, it it's inscru it's excruciating because when you're in school, you have to find your own patients. And I think that's okay, we're unpacking now. That's how come I can get clients, right? No, you have to find your own patients. So when you pass the board, when you have to take your clinical boards, you have to have a patient, and they have to be uh a scaling and root planning patient. So you have to find children, you have to find adults, you have to find teens. You have so many requirements before you even graduate to even take the test. You have to have so many clinicals done, you have to have x-rays, molds, xy, z done. A lot on top of all of the didactic, you know. So it was a lot while having the two kids while waitressing. So I would literally wake up at 5:30 in the morning, take my son to daycare at 6 a.m. Then I would drop on my daughter at school at 7 a.m. Then I would go to school from 8 to 4, then my mom would pick up my daughter and my son, then I would go from work, I mean from school at 4 p.m. to work at 6 p.m. Then I would work from 6 p.m. to 11 p.m. because I would close, then I would go pick up my kids from my mom at 11:30 p.m. Then I would drive to my apartment, then I would put them in bed, then I'd shower, I would study in about one to two in the morning and wake up and do it all again the next day. I did that for two and a half years.

SPEAKER_01 19:40

That's the part that no one sees. Right? Even talking about on this podcast and breaking it out, and I hope you clip that. I hope you clip that little piece there to show everyone in your journey that you've been doing, that years you were doing that. That's the true hard work, the true hustle, the true motivation to yourself that got you where you're at today. And you know, the quint in the mouth, and I we'll talk more about that because I'm excited about that too. But that wouldn't be there without that. So kudos to you. Yeah. Legit kudos to you and and doing what you're doing. That's that's tough.

SPEAKER_02 20:09

And I would I would be lying if I say I didn't I felt like I was gonna break down or I was gonna quit or What was the toughest moment?

SPEAKER_01 20:17

Like that's a lot. Every day for two and a half uh two and a half years? Yeah. What was the toughest moment for you?

SPEAKER_02 20:22

Uh not having enough money for the week to get food and you know, um going

The 2.5 Year Survival Schedule

SPEAKER_02 20:29

on my spare time to the you know, the wick offices or the food stamp offices, staying in line the whole day, trying to apply um while studying with my kids, and then obviously Christmas time, and I was I'm very prideful, like, could I have asked my mom to live with her? Yeah, sure. Could I have gotten money? Yeah, yeah, sure. But like I'm an adult and I chose my path, and it was up to me to get myself out of it, you know, and build and grow. And so any hardships I faced, I wanted to face them head on by myself.

SPEAKER_01 21:04

Ever a time like where you actually almost legit gave up?

SPEAKER_02 21:08

No. No, I I cried a lot. I cried a lot, and I think that maybe that's why I'm all cried out because I I don't even remember the last I think I've cried once the last two or three years. It takes a lot to make me cry, but uh it would be very um I would be in my car literally exhausted, and I know that sometimes I'd be so freaking tired of working, and you know, I'd go into work, and mind you, I'm a server, so then you're dealing with people, customers, and it doesn't matter if my son's sick, it doesn't matter if my daughter misses me, it doesn't matter if I have a final uh the next day and I had a study, I had to cater to my customers and I had to show up smiling and you know, leave everything at the door, quote unquote, and then power through it. And so I think that that definitely Build me to be stronger and to be who I am.

SPEAKER_01 22:04

It definitely shows. So now that the uh hard work is done, two and a half years, get the hygiene?

SPEAKER_02 22:10

Yes. I literally I will tell anybody if you don't know what to do in life, dental hygiene saved my life. Dental hygiene. Dental hygiene. It's hard when you go to college, right? For business. And then you're kind of unsure like what you're gonna do when you graduate. Like who what company do I work for? What do I do? When you graduate for dental hygiene, it's a field-specific job. So you know that the hourly rates are X to X. So right out of hygiene school, I started at $35 an hour. And then I actually worked for a dental office that provided me bonuses on top of the more patients that I saw. So guess who was going in early? Me. Guess who was working through lunch? Me. Guess who was staying late? Me. Guess who offered to work on Saturdays? Me. Because I wanted to pay back my student loans and then provide. I will never forget when I got my first dental hygiene check. Literally, I gassed. It was $2,500 in two weeks. And I was just like, are you saying that I get another one of this? Like, I'm gonna get another one in two weeks? Like, done. Like done deal. Like, literally, I was able to save money. I was able to get a new car because my car had all the fucking lights. I looked like a Christmas tree in that bitch. Like, literally, I had a jug of water because it would overheat. I lift the hood. Oh, don't worry about it. Yeah, I'll be right there, you know? And I was pushing through. And literally, I got the car I wanted. I was able to buy the house by myself. And

The First Big Paycheck & Stability

SPEAKER_02 23:45

yeah, I was able to provide for my children. And my schedule at the end, right when I fit before COVID, my schedule was Monday through Thursday from seven to four off Friday, Saturday, Sunday. And by that time, I was making more, more production, and I was the highest leading hygienist in the region.

SPEAKER_01 24:04

In the region.

SPEAKER_02 24:04

Mm-hmm.

SPEAKER_01 24:06

That's the hustle again, teach, right? You just have to have it. So you said COVID. Any changes after COVID?

SPEAKER_02 24:12

Yes. So during COVID, we were actually for load, uh, dental hygienists were. So that's a blow, right? So here I am, I'm a hygienist, I'm working, I am living life. Like I have money to take my kids on a vacation. Like, are you kidding me? Like, I was literally just sleeping two hours, three hours a day, and now I'm sleeping on vacation. And it's crazy. I'm at the beach with my children, and I'm able to buy them certain things that I wasn't able to before. Like my son had the Batmans. Like, I have all those photos of him, you know, with his Batman's, my daughter with her little sketchers on. And like, it's just a different life. I'm telling you, dental hygiene saved me. Then COVID happened because of the aerosols in the air when you clean teeth and you use the cavatron, you know, the water pick thing that they use. That's a cavatron.

SPEAKER_01 25:03

Cavatron, okay.

SPEAKER_02 25:04

Yeah, that's a cavatron. So it sprays aerosols in the air microscopically that you can't see, right? But it does spray aerosols in the air. So they cut the whole dental hygiene department. The dentist could stay, the assistants could stay, and the front could stay, but hygienists were furloughed.

SPEAKER_01 25:21

So that stops pay? I mean, I don't know how it was back then, right? Yeah, it stopped my pain. It stopped the pay. It stopped my pay.

SPEAKER_02 25:26

And I did, yeah. I had just bought a house. I bought a house December 2019, and then COVID happened. I think I got furloughed in March 2020. I was like, what

COVID-19: Getting Furloughed

SPEAKER_02 25:40

the fuck? Like I worked so hard, and when I finally got comfortable, which I realized that's that's your first mistake. But when I finally got comfortable, all this shit was stripped away from me. And I felt like I was back in survival mode. Because what do you mean I just bought a fucking house? What do you mean I just got a car? What do you mean I just bought a house that was down the street from my dental office that was only a 10-minute drive and I don't have a job anymore?

SPEAKER_01 26:13

That's tough. Right? That reset bombing wakes you up quick. What'd you do?

SPEAKER_02 26:19

Um, I'd be lying if I didn't say I didn't get drunk during the day, like at 2, 3 in the afternoon. Like, oh shit, like I don't know what to do. Like, I was like, at my wet's end, do I go back to waitressing? Because I mean, they were they could definitely waitress. I could definitely waitress. Um, that's when I met Brit. I hadn't already knew her in the dental office. Me and Brittany actually worked at the same dental office.

SPEAKER_01 26:43

What did she do?

SPEAKER_02 26:44

She was an assistant.

SPEAKER_01 26:45

I didn't know that.

SPEAKER_02 26:45

Yeah. So that's how we met. So then um I called her crying. I was like, they furlough me. She's like, what does that mean?

SPEAKER_01 26:54

I haven't heard that word in a minute, but furlough, yeah.

SPEAKER_02 26:56

She was all I was like, they don't need me anymore. And I I don't qualify for anything because of the COVID. I just can't do anything. I need a job. And she was just like, Well, I just uh started esthetician school. And she's like, I just graduated. And she was just like, I'm gonna start doing uh lashes and facials now. She's like, go to uh esthetician school, and um, you can me and you could work together, we could get a salon, bitch. Come on, girl, like we we got this. And I'm like, like crying a little bit.

SPEAKER_01 27:24

And she was at the same dentist's office?

SPEAKER_02 27:26

Yeah, she was. She was an assistant, but she had quit already. Oh, okay. But we stayed friends. Yeah, yeah. But we ended up staying friends. Like we've always been very close. Uh Brittany is just like one of those women that God brings into your life, and you just know that she's a great person inside, and she's just somebody that I wanted to attach myself to for life, and I still talk to her every single day, even though we don't work together, you know?

Betting Her Last $1,500 on a Vision

SPEAKER_02 27:48

Um I call her.

SPEAKER_01 27:49

So she kind of pushed you in a way? No, she did. Yeah.

SPEAKER_02 27:51

Well, she did. She motivated you too. She motivated me, like because I was at my lowest, and that's why I really feel like you need to surround yourself with people who see the best in you, and even when you're at your lowest, somebody that can bring you up because even you at your high level, I'm sure some days you feel low.

SPEAKER_01 28:06

Everyone does. Everyone should.

SPEAKER_02 28:08

And then you have somebody to counteract that, be like, no, no, no. Be sad. It's okay to be sad. But dust yourself off, get the fuck up, and let's get back to work.

SPEAKER_01 28:18

As your as your Britney.

SPEAKER_02 28:19

Yeah, that was my Brit.

SPEAKER_01 28:20

Okay.

SPEAKER_02 28:20

So now she's all like, let's learn how to do lasses, bit. I'm like, I don't want to do lashes. You don't understand what I just had to do to be a hygienist.

SPEAKER_01 28:28

Two and a half years, all that hard work.

SPEAKER_02 28:29

Yes. And so then uh it's during COVID. I'm like, you know what? I just started watching shows. Mind you, I'm not a TV person. I'm really not. Um, I started watching Queen of the South. And the original one, not the Mexican one, but Queen of the South. Teresa started off as nothing. And she didn't matter what the hell was happening to her. She got up, dusted herself off, and leveled up and leveled up and leveled up. And I'm like, you know what? That would be a badass fucking name for business. I'm gonna name myself Queen of the Mouth. And literally, I'm getting chills. I went to Instagram, I'm like, let me see if it's taken already. Nothing. I looked up the trademarks. I already fucking knew day one. Like, I already fucking knew. That was it queen of the mouth. That was it, yeah, yeah, queen of the mouth. Looked up trademarks, it was open. L C open. I was like, bet. So I created the um Instagram. I reached out to a dental vendor, Patterson Dental, and that's who we ordered our dental supplies from. Said, hi, I'm a hygienist, I'm for load, I want to start my business in teeth whitening. They're like, okay, we'll send you a catalog. You can order um from this to this. You obviously I can't order antibiotics, drugs, you know what I mean? Yeah, like drills, things like that. But the teeth whitening catalog, here it is.

SPEAKER_01 29:48

I want to go back to this. Like, you already had this idea of teeth whitening.

SPEAKER_02 29:52

No, well, I knew that it was something with the mouth. So at first it was gonna be mouth guard.

SPEAKER_01 29:56

Yes.

SPEAKER_02 29:57

Yeah.

SPEAKER_01 29:57

At first I have a picture of mouth guards, but go ahead. A mouth guard, right?

SPEAKER_02 30:00

Yeah, with the the team. So I wanted to go to different schools, and because you can do different graphics and then just be like, hey, um folks middle school, the football. Yeah, football. Like, hey, I'll offer a deal for the whole team. If y'all do the impr I'll do the impressions, I'll seal them, and then y'all can do custom with y'all's mascots, your name, logo, number, whatever. Because I can make that in the dental field. And then I'm like, well, it's kind of COVID, and are they gonna let a stranger go on to a school

Naming the Brand: Queen of the Mouth

SPEAKER_02 30:30

that has no relation to these children on the school? And then um, then I just thought about how do malls and med spas do teeth whitening? You know, I'm like, if they could do teeth whitening, I could do teeth whitening, and they don't even know shit about teeth. And so then, yeah, I just went on a in a rabbit hole and I had um $1,500 and I spent my last $1,500 on all the products. I didn't even know how I was gonna fucking pay the mortgage in the next month.

SPEAKER_01 31:03

Shoot or shoot.

SPEAKER_02 31:05

I ordered it all.

SPEAKER_01 31:07

Fifteen hundred bucks. Your last fifteen hundred dollars, order product because you already had a vision in your head on what queen of the mouth is. Or what queen of the mouth we become. Not even have enough money for your bills.

SPEAKER_02 31:18

No, I didn't. I didn't. I was like, if worst case scenario, I can go get a job and waitress and I'll just pay my mortgage late.

SPEAKER_01 31:24

That's the hard part for a lot of people, right? Because then I just I mean, that's you got school, you got this, you got degrees. Not to say that you specifically, but a lot of people who were in that position would just have an ego issue going back to waitressing. Oh, yeah. You're like, no, not me.

SPEAKER_02 31:37

Not me.

SPEAKER_01 31:37

Uh but that's what it takes, that's what it takes.

SPEAKER_02 31:39

Facts. I I'm not beneath any job. Any job. Um, my team will tell you too. Like, when I go to work and it's time to sweep them up, if I have the time, I'm gonna sweep them up. I'm gonna do what I need to do. I'm not beneath any job. Even if I had to do whatever, had to go back to waitressing, bartending, whatever, I'm gonna do it because there's no stopping me or my vision.

SPEAKER_01 32:00

And it's hard for a lot of people. So that's the hustle you can't teach. You just have to have it. Yeah.

SPEAKER_02 32:05

Right?

SPEAKER_01 32:05

So you buy your your last set of $1,500. Yeah, that's my last thing. All the money you have in savings is I'm gonna go all in and buy some teeth whitening products.

SPEAKER_02 32:12

Yep. And I actually posted a video, uh, I actually screenshotted it too because I had a $1.31, and that's the one that I literally screenshot in my bank account. I had a dollar thirty one, and I texted Britt, I go, you know what, Britt? I'm going all in. And she's like, What do you mean? I was like, I spent all my money on teeth whitening products. I go, can you see um, can you come so I could do your teeth? And we'll just try all these products out. So she ended up saying, Yes, she came, and you know, it was all trial and error. But what happened was she had clients, uh, Cece had clients, the girl that did my nails had clients at the time. So they were like, Y'all should go to Heather for your teeth. So they started sending me clients, and I was just starting. So I made all my money back.

SPEAKER_01 32:58

And where were they going?

SPEAKER_02 33:00

They were coming to my house.

SPEAKER_01 33:01

How'd you feel about that? Well, it was a bunch of girls, I guess, but yeah, it was all women first, yeah.

SPEAKER_02 33:06

It was all women first. I felt cool as fuck. I'm not gonna lie. I'm like, this is fucking crazy.

SPEAKER_01 33:14

I'm waking up out of bed, I'm doing whatever I'm doing, I'm gonna do it.

SPEAKER_02 33:17

I'm like, this is fucking insane. Like, why the hell did I not think of this sooner?

SPEAKER_01 33:24

You weren't gonna put it in that position. No facts. Yeah, life can put you in that position. Hustlers, let me ask you something. If you or someone in your family got seriously hurt in an accident tomorrow, would you actually know who to call? That's why I want you to know about our newest partner, the Warrior Law Firm, right here in San Antonio. The Warrior Law Firm is led by my guy, Luis Carreto. These guys aren't your typical stuffy attorneys. They keep things simple, they communicate with their clients, and most important, they fight. Whether you've been injured in a car accident, hit by an 18-wheeler, hurt on the job, or injured because of someone else's negligence, their team is there to help you understand your options and fight for the compensation you deserve. They've already recovered millions of dollars for their clients, and when they say your battle's our battle, they mean it. So if you or someone you know has been injured, don't try to take on the insurance companies by yourselves. Call the warrior law firm at 844, go to war for a free consultation, and tell them Mr. Hustle sent you. The warrior law firm, they'll go to war for you. All right, so now you're waking up early in the morning, do what you gotta do with the kids, and then you got people coming to your house.

SPEAKER_02 34:27

And then the dental office said, Hey, we're off for a low.

Hustling from Home to Storefront

SPEAKER_02 34:30

You can come back now.

SPEAKER_01 34:31

And I bet you that was, I would assume, a tough choice?

SPEAKER_02 34:33

No. I went back. I was like, easy. All right, cool. I'm gonna go work seven to four at the dental office. Yeah, because it opened.

SPEAKER_01 34:39

What do you mean by tough choice? Like, I'm not doing that, I'm doing this all in. No, no, no. I'm gonna do both of them. Okay.

SPEAKER_02 34:44

Why? Because why am I gonna put all of my eggs in one basket and be left high and dry, right? So I'm like, no, I'm gonna go back to the dental office, I'm gonna go work there Monday through Thursday. Then I started Yeah, and then I started seeing clients Thursday, Friday, Saturday, Sunday. So Thursday night, Friday night, and then Saturday and Sunday, I was off regardless. So I was working seven days a week.

SPEAKER_01 35:07

Doing at your house still. And at what point, like, hey, all right, I can't have all these people come to my house. I need a I need to do something different.

SPEAKER_02 35:14

When I didn't have room for people.

SPEAKER_01 35:16

Grew that fast? Yes. Yeah?

SPEAKER_02 35:19

Yeah. When I didn't have room for people.

SPEAKER_01 35:21

How long is the session at your house? I don't know what it is now. Is it the same?

SPEAKER_02 35:23

It used to take forever. It used to take me two hours for one person. For one person? Yes, because I didn't know what the fuck I was really doing. I was like, eh. You know, I mean, I was a hygienist, but you come into Queen of the Mouth now, the systems, the processes, the structure that I have with my team of what we're supposed to do with the client has changed exponentially. It's insane. Like the protocols and the systems that I have now. At my house, I was like dilly-dallying. I'm like, yeah, I know I think I know what to do. But I had to go through that to build to what I what worked and what didn't work, you know? But it grew like crazy. But my my chair said manner was really great because I was a hygienist, and I actually got a lot of people to go back to the dentist that were scared. So I did have a lot of animosity at first from dentists, and the dental board actually sued me or tried to sue me, and I had to get an attorney.

SPEAKER_03 36:16

For what?

SPEAKER_02 36:17

Because you can't be a hygienist and have a teeth whitening business in Texas.

SPEAKER_01 36:21

That's a lot with that?

SPEAKER_02 36:22

Yeah. Because if you're a hygienist, then you have to have an overseeing dentist. So that part hit me in the gut again. I felt like I took 30 steps back and I was so scared. And I was just like, okay, well, what do I pick? Uh, because I talked to the dental board, and basically the the members on the board told me, well, it's basically if you're gonna

Legal Battles: The Degree vs. The Business

SPEAKER_02 36:45

keep on your teeth whitening business, because teeth whitening isn't regulated, that's why they're in malls, spas, anywhere. It's not regulated. You can do it, but you cannot be a hygienist. So is it gonna be your degree or is it gonna be your business? And I was scared.

SPEAKER_01 37:00

That's where the tough choice came in. Security, easy. I worked years and years for this, or something I can see. However, you get a bunch of clients in your house, you can see the vision, but there's no security. There was nothing. The hard part is no security. Yeah. Yeah. And that's what it takes from having a nine to five hourly position to like, all right. With benefits. With benefits to 401ks, vacation time. That's tough, yeah, but I get it. I mean, I remember your fork in the road, I remember my fork in the road. Which one was yours? I was in the army. Right. I was in the army for 12 years. And it's either I'm gonna stay in the army, benefits, retirement plans, medical, dental, right, decent pay, nothing crazy. Or I was ready flipping houses like, man, but if there's a bad market, if it's a bad deal, it's a bad year, it's all on you. So I definitely know that position. And I would love for more people to experience that position by putting yourself in that position and understanding, hey, I'm betting on myself. That's what you did.

SPEAKER_02 37:54

Yeah, and I will say God had his plan because everybody that he sent to me in my house, one I'm still close with to this day. Five years ago, I have all those clients. I honestly see them as my friends now, they're all on my Instagram. But a lot of the people that did come to my house inspired me and said things to me that I've carried with me and have gotten me through. So one of my clients, she's a realtor, she's amazing. Um, she's like, Heather, you need to do this. You need to do this all the time. Why don't stress about that? Because she owns, she's a realtor and uh she owns nail salons. And she's just like, I literally just paid you $230. How much do you make over there? So what? You only need to see two clients a day to make what you're making over there? She's like, Come on, Heather, do the math. And I'm like, it's scary.

SPEAKER_03 38:47

It is scary. Yeah, it is.

SPEAKER_02 38:49

I'm like, okay, two clients a day is hard. Like, it's hard if you have zero deal. Like, I had no business uh experience. You know, I luckily I worked for a corporate office, but then that's where, you know, taking it back to dental hygiene, when I was in dental hygiene school, I had to look for my own patients. And I'm like, wait a minute, I looked for my own patients. Even in my private practice, I looked for my own patients. I would go out and market because uh a lot of the private practices in dentistry, which a lot of people don't know, is if you're a hygienist, you're getting paid more than most of the people in the office, right? So if you don't have a patient during that hour, the dentist will make you clock out, send you home early. If you have a big gap, like let's just say me and you are working together. We both get it there at eight. We're we're booked solidly till 12, and then I don't have anybody until three or four, but you have people all the way until two, they can move the three and four to you and say, you know what, Heather, you can go home.

SPEAKER_01 39:47

I don't know that.

SPEAKER_02 39:48

Yeah, a lot of people don't know that. There's some offices that they'll pay you $15 an hour, and then if your patient shows up, then they'll pay you the extra $20 to $25 an hour. But if you don't have a patient, you're only making the $15. There are some offices where you only get paid on production, like however much you produce in the day. There, there's so many different ways to get paid in the dental field, and I've worked in all of them. So I'm like, you know what? Fuck it, let's do it. Worst case scenario.

SPEAKER_01 40:18

Go back to waitressing.

SPEAKER_02 40:19

Go back to waitressing.

SPEAKER_01 40:21

Right? Back to whatever. That's that's your key words the whole time. Worst case. Worst case, go back to waitressing. Yeah. That's cool. That's cool. So now you're growing, you understand, you see the vision. That's where Heather becomes, in my opinion, queen of the mouth, right? Making that decision. I'm leaving that hygiene position. I'm going all in on myself. That's the true transition. Yeah. That's definitely the definition of turn of the hustle.

SPEAKER_02 40:42

That was a pivotal moment for sure. It was and then Brittany calls me. Guess what? What? Me and Cece are gonna open up a salon. I was like, what? Already? She's like, yeah, we're gonna open it up. It's gonna be in the medical center. You need to fucking come with us. Like, come on, girl. Like, you have to. And she's like, you're working out of your living room. You don't want all those strangers in your living room.

SPEAKER_00 41:02

It is lured.

SPEAKER_02 41:03

And yeah, it is lowered.

SPEAKER_00 41:04

It is lured.

SPEAKER_02 41:05

And I'm like, bro, like I'm barely like getting my feet wet. And I'm like, you know what? Let's do it because if I'm over there, I know for sure that I'm gonna hustle harder because I'm gonna have more to lose. So I said, let's do it.

SPEAKER_01 41:18

Like every chapter has always pushed you. Yes. Life has just pushed you organically, which makes you push yourself. So Nanny was at CBXLA, right? CBX LA. Yes. Which I've been there, right? I've been there a couple times. I remember when I first walked in there, I was like, man, what is this? Like I'm here to get my teeth white in. I see some girls doing lashes. And I see what else was there? Lashes, facials. Facials.

The Power of Female Hustler Networks

SPEAKER_02 41:40

I'm like, man, am I in the right place? Uh ombre tattoos. Yeah.

SPEAKER_01 41:43

Tattoos, yeah.

SPEAKER_02 41:44

And then uh injections and Botox fill it up.

SPEAKER_01 41:47

I'm like, man, am I in the right place? Because I was like, I'm here with my teeth, and there's a bunch of females coming in. But what I saw was a bunch of hustlers coming together. And who was it Britt's idea to do all that? Whose idea was that? Yeah, Britt. Britt and CC. Britt and CC. So Britt and CC came in and said, hey, we're gonna have this female hustle house if you ever do this, we're gonna do that. And it's pretty cool because when you're in there, if I was a female, I was like, I can come in here and do all that all at once. Yeah. So I think about cross-printing. Cross-promotion from teeth whitening to eyebrows to Botox. You come in, it's a one-stop shop. Yeah. And the crazy part is cross-referencing everyone just benefits everyone. And that was a really cool idea to see that when I when I saw that. We call it salon. Is that what you call it? Yeah, a salon suite.

SPEAKER_02 42:34

It's like you know, they have like the JC salons. But I I one of my girls I go to, Beck's, she does my brows. Um, but you go in there and everyone, when I do walk in, everyone is to themselves. At CBL XLA, if you have time to, you know that saying, if you have time to lean, you have time to clean, we would if we didn't have clients, it was time to do content. And we're gonna do content together. And we're gonna collab together. And my followers are gonna see you, and your followers are gonna see me, and we're just gonna do that. You don't have a client, cool, let's fucking get to work.

SPEAKER_01 43:03

You guys do that till today. I follow you guys and I you get to sharing hers and share. I mean, no one does that to me. Right? It's cool to see you guys have that cross-reference, right?

SPEAKER_02 43:13

Yeah, to this day.

SPEAKER_01 43:13

To this day, yes.

SPEAKER_02 43:14

To this day, even though I don't work with Britt no more. And I will say I'm so proud to have worked in that salon suite when I did, because literally everyone who had rented from Brit, we all came together and everybody branched off and opened up their own salon. Like Carolyn, she opened up Glow by Merlot and she's off of uh 410 in Blanco. Monica ventured off and opened House of Aesthetics, and she's over there on Babcock. And then I ventured off and I'm in Stone Oak. It's just like literally, we all rented the room, saw the vision, surrounded ourselves with Brit. Britt was never a hater. Brit was never like, didn't want us not to be more. She knew that we signed a lease, and at the end of the lease, our lease are you not? Our time was up and we were gonna expand. Grow. And we did.

SPEAKER_01 44:01

That's really cool to see a bunch of female hustlers come up with a plan together collectively, whether it was planned or not. But it happened to do so. Now, before you make move to your own uh storefronts, talk about content, right? Content is in today's world, if you don't have content, no one, no one has eyeballs. You could be the best teeth-winning person there is, but if there's no content, how am I supposed to know? By you pushing your content back then, even till today, maybe, what's the idea? What's the strategy? Is there a social media manager? Are you doing this all top of the dome? I mean, what exactly are you doing when it comes to social media?

SPEAKER_02 44:32

It's all off the dome. Yeah, no, it's all off the dome. Um, I will say I was never embarrassed to put myself in front of the camera. Um, I was shy at first, like, not that anybody was gonna judge me, but that I was gonna make myself look like an idiot, right? Um, but I went all in. Like, I remember when I had first started, and I had only been in it three months, I hired a videographer. I was like, come to my house, we're gonna do this. I'm gonna run an ad from your house. Yes, from my house. I don't care. I'm gonna I'm all in. Like, let's do it, right? Um, then I met Cherry, and Cherry was like, You need to get in front of the camera, like you need to talk about your education. You're over here posting dancing videos, but you're not posting any education. You know, like the dancing videos are getting views, but the education is really what's gonna bring you clients. And like I said, God had a plan and he entered everybody in my life when he needed to. And I will give uh Cherry that because she literally put the camera in my face and was like, Heather, what kind of teeth whitening do you offer? And I'm like, no, don't record me. Like, because that was different for me. Dancing, I've always been a dancer, a performer,

Leveraging Education-Based Social Media

SPEAKER_02 45:40

but asking, you know, intricate questions on the spot was never my forte. So that actually helped.

SPEAKER_01 45:47

But talking about that, you know, on my end, I've done content for a long time, right? I actually got a social media guy manager who I was in post everything. But a couple years ago, my mindset shifted. Back then, I just wanted a lot of views, right? And back then I was like, if I got views, I'm doing something right. But then when it hit me, it was like you can get a million views per video, but if it doesn't convert to any purchases of a house or mentorship or coaching or whatever the case may be, or being a true follower and wants to understand real estate, that changed my perspective. Like, man, I'm doing all this for views, but for what what reason? So now I could care less about the views. And if a video has that's out there like 5,000 views, but it actually converted to someone joining the Hustle Academy, which is my online community, that's more what I care about now. And I'm assuming it's the same thing where you're at when it comes to the purpose of the content, right? Of course, still do that funny stuff because it keeps you trendy and all that good things, but changing someone's life, finding someone's on social media by just doing what you do and sharing with the world, that's true content. That's true conversion. That's true for someone that say, hey, queen in the mouth, whatever she's doing, I want in, I will I would assume how we're looking at when it comes educational-wise. So education.

SPEAKER_02 46:55

You're teaching people now? I do. Um, but we're gonna I'm gonna go back. So, like how you say like to inspire. I started posting, I started changing my content just like you, because you realize views, what are views? It doesn't matter about views. But I remember when I felt like giving up. I remember when I felt like the world was against me. I remember when I thought I had no options, and so whenever I feel like a calling, I'll be like, you know what, Heather, make this video. And I'm like, if you're going through a hard time, you can push through it. And if you have a vision, you have an idea, you have it for a reason, and you need to make that promise to yourself and fulfill it and see it through. And so many people, and I'll post content like that here and there, and so many people honestly reach out to me or when they see me in person and they literally tell me that I helped them escape a dark place. And that means so much, especially because I never had that when I was in my dark places. So I feel like if I could help one person, then that's the point of my content, really. Now it's shifted. Everybody knows who Queen of the Mouth is for teeth whitening, honestly. And if you don't, you'll find out soon. But if I can help someone mentally get over a challenge, then I feel like that's my real calling, honestly.

SPEAKER_01 48:13

Talking about helping someone get over a challenge. How did uh how did destin come into play?

SPEAKER_02 48:17

That girl would not leave me the fuck alone. Yes, she was actually one of my first clients too at my house. So she came in, I whitened her teeth, and then she's like, okay, um, she's like, when can I come back? I'm like, you can come back like in six months, because you know it's twice a year. And she's like, okay. I'm like, what do you do? She's like, I'm a dental assistant. And I'm like, Don't you have teeth whitening at your office? She goes, Yeah, but it doesn't work. She's like, I'll just come and see you. I'm like, okay, fine, whatever. I'm like, that's kind of weird because at the dental office we got teeth whitening for free. And then I saw her at

Scaling the Team with Destiny & Crystal

SPEAKER_02 48:51

my house, and then she came a couple of times at the salon, and she's like, Heather, can can you train me? I want to start my own teeth whitening business. And I was just like, honestly, I don't think I can train you. Like, I don't even really know what I'm doing. And I'm being so transparent. And I think a lot of people at that time, because I would tell you this if somebody was to look through my phone, like people who have courses and training, they would probably be like, Heather, are you fucking stupid? You have all these people in the pipeline that want your training and you're like telling them no. It's not that I I just feel like I would be giving anybody a disservice when I didn't even know what the heck I was doing when I was starting. I didn't have my systems in protocol. How can I train someone when I'm not, I have the basics down, but nothing was written, nothing was set in stone. And so I had told her I was just like, I don't know if I can train you. Like, mean I'm not built for that. Like, I'm just seeing clients. I'm just trying to grow my own business. Like, now you want me to train you? Like, ooh. And she was just like, please, I hate my dental office. Like the doctor's, you know, mean. And I was just like, all right, I'll train you. I'll train you, I'll train you. So I charged her. She took my training and she started doing teeth whitening at her house, and I was selling it to her. And um, when she was doing it at her house, she was just like, honestly, Heather, she's like, I can't deal with the strangers coming in and out of my house, like my apartment. She's like, Can I work? Uh, can I work with you? And I'm like, but you just took my training. Why do you want to work for me? Like, you know, I can't give you 100% of your, like, we'll be on a percentage, but why do you want to work for me? And she's like, Because I feel like I'll just do better with you. And I realized in return on the back end that that was another sign from God because honestly, I wouldn't have been able to grow without her. Because she pushed me out of my comfort zone to training. She pushed me out of my comfort zone to marketing more. Because not only do I have to fill myself, now I have to fill her schedule too. And it honestly helped me grow even bigger, I think.

SPEAKER_01 50:59

Yeah, I don't know much about that, but if you're giving clients to her, I guess, because it's it's queen of the mouth, right? Yeah. Yeah. So she's queen of the mouth too. Uh she works there. And um that's cool to see, right? It's cool to see how a person in the office now will push even more. I just think about everything if every time I talk to someone in that seat, I was like, whether in a different industry, I always go back to real estate, right? Because I got my guys next door. Uh, and you know, we gotta give them leads, they gotta do this. But the more leads and more stuff they do, it just pushes the brand. It pushes the overall uh growth and the overall numbers. So that's really cool to see how that business just happens everywhere. And what are you doing, taking that shot with Destiny? So what's next, right?

SPEAKER_02 51:35

You're now at me and Des You and Destiny are now at uh CBXLA small freaking room. I mean, I've been there. Three chairs, and we're literally like squeezing by. We're getting busy, we're doing so much social media, we're doing education videos, we're doing promotionals. I am doing so many pop-up events. Um I remember. Yeah, I would somebody had a pop-up. I was going, lugging up the chairs, the whitening gels, and you know, the whitening light, carrying all that. Me and Destiny carrying the chairs, and we're like, damn, we wish we had guys to come and take this

Opening the Stone Oak Storefront

SPEAKER_02 52:10

up, uh set it up for us and break it down because it was just us two. Um, we were doing the bridal extravaganza, the barber expo, like everywhere, anything that we could put our name on, we did. And yeah, I gave us a deadline and I said, okay, it's time for us to get a storefront. And I told her, So look, if I get this fucking storefront, you cannot leave me. You are not allowed to leave me because I'm not gonna have this whole fucking salon and then you leave me. Yeah.

SPEAKER_01 52:41

And now you chose Stone Oak. You did. You guys are not local. Stone Oak is an affluent part of town. You chose that for a reason?

SPEAKER_02 52:47

Yes.

SPEAKER_01 52:47

Yeah, because of that?

SPEAKER_02 52:48

Visibility and scalability and a big fucky to anybody that laughed at my idea when I first started.

SPEAKER_01 52:56

I like that last one better.

SPEAKER_02 52:58

Yeah.

SPEAKER_01 52:59

If I'm looking at Queen of the Mouth, what's to the left and to the right?

SPEAKER_02 53:02

Uh it's gonna be the bridal connection, and then it's going to be uhcina. It's a restaurant, it's really, really good.

SPEAKER_01 53:11

The bridal connection, you do anything with those guys?

SPEAKER_02 53:14

Uh we do inner interchange, yes. But honestly, maze, because it's so good, we get the most customers from. You do? Mm-hmm.

SPEAKER_01 53:21

Just natural. Natural. Just naturally organic. Yeah. You walk in, they see a storefront, and right, and that's tough to do. Yeah. What you're doing before. So it was really cool. So now I haven't been to the new one. I gotta go swing by. Yeah, I gotta swing by. I did go a couple times to the old one. Um, I remember walking in, I remember sitting down, I remember going on that massage chair or what it was. Yeah. Massage chair, and you had like the TV on. I was like, all right, this is the case.

SPEAKER_02 53:42

Well, it wasn't a TV, it was an iPad.

SPEAKER_01 53:43

Oh, iPad? Oh yeah. Oh, yeah, it was iPad, right? It was like a little one, yeah.

SPEAKER_02 53:46

Now you have headphones and a TV. Yeah.

SPEAKER_01 53:51

The process that went on my gums. And I think I mean ask, you're like, hey, what is this?

SPEAKER_02 53:55

No, we avoid the gums. Otherwise it wouldn't hurt.

SPEAKER_01 53:57

Lel on gums or something? Like two.

SPEAKER_02 53:58

The gel goes on your teeth so that we can white. The protector, yeah, yeah. Yeah.

SPEAKER_01 54:03

I'm not no dental person. Yeah, no, you can't. I think I mean ask, like, hey, what is this for? And I you you broke it down to me, protect on the gums. And I'll be honest, the first time I went, I was like, this kind of hurts. It had like one tooth that was hurting, and I told you about it, and you're just like, oh, you need to. Our sensitive, yeah, we have different gels. I didn't know, right? So I was like, so as I explained, you broke down, hey, there's this, there's that, and I went back the second time or the few times after that and did that sensitive one. I was like, okay, it worked.

SPEAKER_02 54:30

And so I'm glad that you bring that up. So that was a part of the growth, right? So now when we have a client sit down in our chair, we have uh a script, like a little script. No, no, no, not a menu. Because back then I didn't have a system. Now I do, like, oh, okay, have you ever had your teeth whitened before? Oh, yeah, I've used the strips. Did those strips bother you? Did you get any sensitivity?

SPEAKER_01 54:51

So yeah. Yes, yes, I do. Now you're working on the business. Yeah, yeah. You were in the business.

SPEAKER_02 54:56

Yeah.

SPEAKER_01 54:57

But now to get customer service, to get a better product, to get a better experience. That's the difference where it's like putting the mouth 2.0, working on the business, not in the business. And that's cool to see too.

SPEAKER_02 55:08

Yes. So now, so let's, for example, uh Destiny comes in. Oh, Mike, have you had your teeth whitened before? Yeah, I had my teeth whitened two years ago. One tooth really bothered me. Okay, uh on a scale of one to ten, just pretend you say ten. Okay, well then I would recommend that we do the glam white instead of the Hollywood. That way it offsets the chance of you getting any sensitivity. If you want to come back for a touch up, we can see you. Now we have systems of what to do on responses that our clients say. It's more than just painting gel on a teeth and calling it a day. No, it's going above and beyond to provide that customer service. And it's so that way all of our clients are comfortable as well.

SPEAKER_01 55:46

Let me ask you something. You ever thought about investing in real estate but assumed you needed perfect credit, a huge savings account, or a bank willing to say yes? That's exactly why we're excited to partner with our guy, Mike Leva, at Conventus. Conventus is a real estate lender built specifically for investors and not homeowners. They help people fund deals like fix and flips, buy and hold rentals, and even ground up construction. And here's the part most beginners don't realize Conventus doesn't lend based on your W-2 income or your personal credit score. They focus on the deal itself, the value of the property, and the numbers behind it. That means investors can often access higher loan amounts and more flexible terms than a traditional bank, sometimes with rates that are more competitive than people expect.

Creating Luxury Systems & Protocols

SPEAKER_01 56:30

So instead of asking, do I qualify? The better question becomes, is this a good deal? If you're serious about getting to real estate investing and want a funding partner that truly understands investors, reach out to our go-to guy at Conventus, Mike Leva, today using the link in the show notes and see how real estate investors are actually getting deals funded. So, teeth. That's the first thing, in my opinion. That's the first thing most people see, right? Because when they're talking, I don't know if people read lips or not. I read lips when people talk. First thing you see is teeth. When you big big smile, you see your teeth.

SPEAKER_03 57:04

Yeah.

SPEAKER_01 57:04

Marketing, who do you market? Obviously, anybody and everybody, but your true marketing. I don't know what's the word I'm looking for. True marketing package. Who do you sound like? Who's my ideal customer? Avatar, yeah, if you will.

SPEAKER_02 57:17

My ideal customer, honestly, um, I can just tell you from my analytics because I do all my socials. Like my analytics, uh, it's 25 to 38 year old women. My majority of mine is 90% female, 10% men. Uh Destiny's, different. Crystals, different. Elijah's different.

SPEAKER_01 57:38

Do you know theirs? Mm-hmm. What is what's uh Destiny's?

SPEAKER_02 57:41

Destiny's hers is 46% men.

SPEAKER_01 57:44

What do you think? Um sphere of influence?

SPEAKER_02 57:48

She's very quiet and just posts results. Most men have a deep personality where they don't want the fluff, they just want the instant results. Her social media is more before and after photos.

SPEAKER_01 57:58

You're really breaking down the business. Elijah?

SPEAKER_02 58:01

Elijah, he has the girly pops, the younger. He is a Gen Zier, so he has does the tooth gems, he doesn't do whitening, so he's gonna get those trendy male or female, um, the younger, the younger crowd. I believe his analytics were 18 to 26, I want to say.

SPEAKER_01 58:20

When uh you were sitting on this podcast before you went on, I asked you a question, and I told you to guess the number off your head. You're like, no, I don't need a guess, I got everything in my in my CRM. Go back to real estate, right? If you were to ask me a specific question, I have my CRM. I always forget the person sitting on that chair because I don't know any other business besides real estate. So it's cool to see going back to it, working on the business. I don't need a guest. Give me a second, and you actually pull up real data, real numbers. That is entrepreneurship, that's growing a business, that's a business owner, and it's really cool to see you in that chair teeth whitening, teeth whitening, and doing what I do as a business, right? Because when you do real estate, obviously you got realtors, you got investors, we got a lot of money coming in and out. So I see business, I see teeth whitening, but it ain't just teeth whitening. It's a business.

SPEAKER_02 59:06

It's a business. It really is, and that's not even including our online.

SPEAKER_01 59:10

I'm sure we can go on for hours. Yeah. But if I go in for the first time, how much does something like that cost?

SPEAKER_02 59:15

Um, our average ticket is 200.

SPEAKER_01 59:18

And what does that get?

SPEAKER_02 59:19

It's gonna give you anywhere from four to eight shades. That's the mean because we have a glam white that's 195, and then our Hollywood is two forty five. So that's why I say it's an average of two hundred.

SPEAKER_01 59:29

That's the most common.

SPEAKER_02 59:30

The Hollywood package for two forty five. You'll get six to ten shades in one hour.

SPEAKER_01 59:34

I'm assuming it's like yours?

unknown 59:36

Yes.

SPEAKER_01 59:37

Like veneers. Even like white Hollywood white veneers.

SPEAKER_02 59:40

Yeah.

SPEAKER_01 59:41

Um and I see that gem, right? Yeah.

SPEAKER_02 59:42

That gem's more like 18 karat gold Chanel. Is it really? Yeah.

SPEAKER_01 59:46

I don't know. I thought it was a line.

SPEAKER_02 59:48

No, it's a Chanel. 18 karat gold, white gold. And then my Sabarski.

SPEAKER_01 59:52

How long does those last?

SPEAKER_02 59:53

I've had this for two years.

SPEAKER_01 59:54

You had it for two years? Yeah.

SPEAKER_02 59:56

But it could last weeks to years. It just depends on however if you're picking at it, flicking it, you clinch, you grind, you eat, you know, sticky, tacky foods, bite directly into apples.

SPEAKER_01 1:00:10

You gotta do the gasables. Let me see?

SPEAKER_02 1:00:13

No, I'm a lady. Let me see.

SPEAKER_01 1:00:14

I can see. That's cool. No, but where did that come to play? Like from teeth winding to adding the add-on feature?

SPEAKER_02 1:00:21

Everybody was asking for it. Yes. And then but the thing is with tooth gyms, it's very integrate. Integrate.

SPEAKER_01 1:00:28

Intricate.

SPEAKER_02 1:00:29

Intricate because you have to literally be there for the 30 to 45 minutes. And then that's when I saw Elijah. I was like, he's gonna be our tooth gym man. He really is.

SPEAKER_01 1:00:41

That's cool. That's cool. What's next for Queen of the Mouth?

SPEAKER_02 1:00:45

Um, so long-term goals, I want each of my employees to run a store and we have multiple locations. So they're gonna be mini me's. They are gonna be me.

SPEAKER_01 1:01:00

Alamo Ranch. That's a lot of high traffic.

SPEAKER_02 1:01:02

Yes, most of my clients drive from Alamo

The Future: Expanding to Alamo Ranch

SPEAKER_02 1:01:05

Ranch, and I make that drive every morning and every evening.

SPEAKER_01 1:01:08

You're in Alamo Ranch?

SPEAKER_02 1:01:09

Yeah. And traffic is a B. Like just uh, it's just hard just to get from Shanefield up to 1604 and then to drive up to Stone Oak. It's a I have to pack a snack, I have to make sure the car's on, it's gonna get hot, I have to get good music, because if not, I'm gonna be bored.

SPEAKER_01 1:01:26

You have a good CRM because I get your emails, right? Emails this, I th I don't know. Do you send like happy birthday emails and all that? Yeah. So I think I got it uh a couple weeks ago on my birthday, and I see flash cells and this and that. In your CRM, does it have our our personal address on there?

SPEAKER_02 1:01:40

No.

SPEAKER_01 1:01:40

No, it doesn't. No. I was wondering if our address is on there so you can kind of see on the map where your clientele is coming from.

SPEAKER_02 1:01:45

No, it's just the email, uh phone number, and uh name. That's it. That's it.

SPEAKER_01 1:01:51

So Alan Rash will be the second one.

SPEAKER_02 1:01:52

Mm-hmm. Third downtown.

SPEAKER_01 1:01:54

Third downtown.

SPEAKER_02 1:01:55

And then fourth, probably like in that converse going.

SPEAKER_01 1:02:01

Like going towards Austin. Like New Bromfels. Yeah. That'd be really cool. How long do you think for the second one? That's on the board, right? It's on the board.

SPEAKER_02 1:02:10

It'll happen when it happens.

SPEAKER_01 1:02:12

Just like uh rest of your journey. It'll get pushed, and when the time is pushed, it'd be cool.

SPEAKER_02 1:02:15

Yeah, I do like that I'm not in a rush. I'll never let anything or anyone speed up my process. Like if I can feel when it's time to grow, I can feel when I I'm ready, you know? And now I'm addicted to being uncomfortable, which is crazy.

SPEAKER_01 1:02:33

Definitely came a long way from when I first met you. Um back then to where you're at now. Um confidence-wise, right? Business-wise.

SPEAKER_02 1:02:41

I know how is that now seeing how was I when you first met me?

SPEAKER_01 1:02:44

In the clubs. In the clubs, we all fam. Uh in the clubs, just I don't know. I met you here and there, right? So we uh a couple years ago we used to party here and there, right? And I used clubs a lot. And uh I remember you doing your other one at the CBXLA. I popped in a couple times and wanted teeth whining for content and being on stage. So that's why I went in and uh it's cool to see the journey. But going back to Queen of the Mouth, next, don't you have products? Um don't you see like you're pushing your own products? What what exactly are you pushing?

SPEAKER_02 1:03:12

So white teeth my little slogan is white teeth are nice, healthy teeth are better.

SPEAKER_01 1:03:16

One more time.

SPEAKER_02 1:03:17

White teeth are nice, white teeth are nice, healthy teeth are better.

SPEAKER_01 1:03:20

Healthy teeth are better.

SPEAKER_02 1:03:21

And I feel like growing up, um oral care really wasn't pushed. If there was an issue with the tooth, you pulled it. Um my grandma had full dentures before she was 40.

SPEAKER_03 1:03:31

Wow.

SPEAKER_02 1:03:32

Um, and all of that could have been avoided with prevention, with toothbrushes, water flossers, regular visits to your dentist to go get your teeth cleaned, because the same plaque that develops in your mouth is the same plaque that develops in your heart to cause hypertension, develops in your brain to cause strokes, and amongst other issues that happens. So if we could reduce the plaque biofilm in our mouth that develops every day by using an affordable electric

Oral Health: White Teeth are Nice, Healthy is Better

SPEAKER_02 1:04:00

toothbrush for 60 bucks versus 200, 300, 400, $500, or a water flosser that's $30 instead of $80, $90 to $100, or travel floss picks, and that's gonna help us our overall health, then I want to offer that because that in itself is better than having white teeth because you're living healthier.

SPEAKER_01 1:04:23

So in your shop, do you have products for sale? What about online? If someone's watching online, can they get products for sale?

SPEAKER_02 1:04:27

Yeah, queenofthemouth.com. We have teeth whitening home products. We have our pink collection, our midnight collection, we have uh our pink water flossers, white water flossers, and then our midnight black electric toothbrushes and travel floss picks.

SPEAKER_01 1:04:41

What is your number one product?

SPEAKER_02 1:04:43

Our number one product is gonna be our black gold collection or teeth whitening.

SPEAKER_01 1:04:47

Black gold collection? What is that?

SPEAKER_02 1:04:48

It's 24 karat gold flakes in the whitening gel.

SPEAKER_01 1:04:53

Because I could black and gold are my favorite colors, yeah. I gotta check that out. Yeah. Black and gold, so you teeth whitening gel has gold flakes in it. What do you think about grills?

SPEAKER_02 1:05:04

I think grills are cool if you clean your teeth underneath. Yeah, as long as you're cleaning it out and you're not eating with it, you're removing it, and you're keeping your actual vital teeth healthy, nothing wrong with it.

SPEAKER_01 1:05:15

Don't you have a grill? You don't have a grill, do you? No. You got the gems.

SPEAKER_02 1:05:18

I got the gems.

SPEAKER_01 1:05:19

Okay, well, definitely learn a lot on the on this podcast. Now, for everyone who's just in a chair, I always gotta ask them this question because I kind of I want to see how it relates to the individual. I gotta know. What's your favorite movie? You had to pick one. Don't say what say whatever you say. Say the truth.

SPEAKER_02 1:05:37

My favorite movie. It depends. Is it funny or it's whatever you want?

SPEAKER_01 1:05:42

If you had to put on a movie, okay. It's tough for a lot of people. Give me a top a two.

unknown 1:05:48

Okay.

SPEAKER_01 1:05:48

And it doesn't have to be like, well, business savvy. I'm gonna pick this movie. No, just what's your favorite movie? Heather. Now we're not talking about Queen of the Mouth. Heather, what's Heather's favorite movie?

SPEAKER_02 1:05:57

Dang, this is a hard one. I don't know. I really love um I like the wrong missy. I'll put that one.

SPEAKER_01 1:06:06

David Spade.

SPEAKER_02 1:06:08

When she's like, I'm hell.

SPEAKER_01 1:06:11

Okay. Okay. And good fellas. And good fellas. Gangster movie?

SPEAKER_00 1:06:17

Yeah. Okay.

SPEAKER_01 1:06:18

What's the uh the message for the female hustlers out there? Like, man, I'm in this position because you don't know who's watching, right? I've seen some of the comments that come in. We got female hustlers who are in your position you were 10 years ago, the mom, struggling teen. You also have hustlers who already have a business, like, hey, I thought about maybe a side hustle. And just what's your queen of the mouse word of advice to individuals, females specifically, on hustling from back then who's having a hard time, to someone who's already made it now. Let's go to that back then version, that one that's struggling.

SPEAKER_02 1:06:52

The one that's struggling, you don't have a choice. You gotta do it. You just gotta do it. To the one that's struggling. Your back's against the wall. Where are you gonna go? You can only go up when you're at the bottom.

SPEAKER_01 1:07:09

The one that's already kind of made it and kind of plateaued, because there are people that plateau sometimes, right? Everyone's in a different position in life sometimes. They just need to wake up. That individual's plateaued and wants to take things to the next level, what do we tell them?

SPEAKER_02 1:07:22

Stop being scared and fucking do it.

SPEAKER_01 1:07:23

It's hard for a lot of people. A lot easier said than done.

SPEAKER_02 1:07:26

You got here, yeah. Stop being fucking comfortable. Let's take it up a notch.

SPEAKER_01 1:07:30

Now, this goes hand in hand with this. This is the Trump the Hustle podcast. Trump the hustle to me is not a motto, it's not a slogan. It truly is a way of life for me. When Queen of the Mouth thinks of Trump the podcast, what does that mean to you? What does Trump the Hustle mean to Queen of the Mouth?

SPEAKER_02 1:07:46

Just keep on fucking going. No excuses. All gas, baby.

SPEAKER_01 1:07:52

All right. For the any final words for the viewers watching,

What Hustle Means to Heather & Outro

SPEAKER_01 1:07:55

whatever you want to, we talk about queenofthemouth.com, go check it out, right? I got my teeth white in there a couple times. I need to go back and get it checked out on the new storefront because storefront that's like next level. So kudos to you. But what final message do you have for the view?

SPEAKER_02 1:08:07

If you're going through a hard time, just know that you can overcome anything. And everything is happening for you, not to you. And it's gonna make you stronger, and you're gonna develop into somebody that you're gonna be so proud of one day once you overcome the obstacles.

SPEAKER_01 1:08:23

Do you ever look back at yourself like, man, I can't believe where I came from?

SPEAKER_02 1:08:27

Mm-hmm.

SPEAKER_01 1:08:28

Take a moment to reflect.

SPEAKER_02 1:08:29

All the time I have to thank God and you know, be proud of my little wins that I make, and I'm honestly glad of all the mistakes I made because it made me who I am. Super strong. So blessed.

SPEAKER_01 1:08:42

That's really cool. It's really cool to see your journey again. I've known you for years. I've been to your first shot back then. I didn't get to go to your house back then. Skyler did. Skyler couldn't make this podcast, but I didn't go over your house back then. But it's cool to see you and how you're inspiring others. Female hustlers. When I think of female hustlers, I think of queen of the mouth. So shout out to you and everything you do.

SPEAKER_02 1:08:58

Thank you, thank you, thank you. Thank you so much for having me on.

SPEAKER_01 1:09:00

For sure. For the viewers, hope you guys love this content. What we want to do is get hustlers in that chair, show their stories, strategies, and mindset. It's not just teeth whitening, it's a legit business. So you guys got value? Make sure you hit that like and subscribe. And as always, drop the hustle.