At a Glance
Franchisee Jarrett Estes grew his Great Clips salons by investing in people, not just tracking numbers.
The biggest surprise for this CPA-turned-franchisee wasn't the business model—it was learning to lead a creative, people-driven staff.
His core advice: Follow the system, show up consistently, and never treat your employees as a cost to be controlled.
Jarrett Estes spent the first two decades of his career as a CPA and financial advisor. When he decided to open a Great Clips franchise in 2009, he assumed his analytical background would carry him. It helped—but it wasn't enough. What he didn't see coming was the most important skill he'd need: learning to lead people.
Today, Jarrett operates 14 salons in the St. Louis market. We got a chance to talk with him about his career transition, the lessons learned, and what he'd tell anyone exploring a salon franchise opportunity right now.
What Your Finance Background Will—and Won't—Prepare You For as a Hair Salon Franchisee
Jarrett, you came from numbers. Did that help when you started?
It prepared me for some of it. I knew how to evaluate a business, read reports, understand the numbers. What I didn't know was how to run one. The professionalism I was used to in my former career was different than I discovered in my new world. Managing creative people caught me off guard more than once.
So how did you find your footing in those early years?
I showed up. I didn't know how to cut hair, but I knew customer service. So, I swept hair, did laundry, bought a lot of lunches, and mostly just listened. When you're sweeping hair alongside your staff often enough, they kind of forget you're there—and that's when you learn what's actually going on.
My general manager, who started as a part-time stylist with me, told me later that she was ready to quit before I bought the salons. She stayed just to see what I was about. She said she didn't care that I didn't know what I was doing. She cared that I showed up and that I clearly cared.
How did you bridge your analytical mindset with a people-first business?
That was the real trick. Numbers don't immediately mean much to a stylist. They just want to cut hair! So, I had to help them understand why the numbers matter, and specifically, why efficiency means better tips, not worse service. A great haircut done efficiently serves the customer better than the same cut taking longer. Once they understood that their income was tied to the rhythm of the salon, it clicked.
You've spoken to new franchisees at Great Clips training events. What do you tell them?
Follow the system. Do what your franchisor suggests. There are ways to put your own little twist on certain things—and I encourage that—but follow the system, especially when you're opening a new salon. The trial and error already happened before you got there. You don't have to take all the same bumps and bruises.
And I'll say this: I've gotten the question more than once—how quickly can I start cashing checks and basically not show up? My answer is, if that's what you're looking for, this is the wrong business for you. If you're not there, your staff is not going to care if you don't care. They'll figure that out really quickly.
The financial rewards can certainly come. But you're not going to just cut a check and start receiving checks. You have to put in the work.
What's your business philosophy after 16 years?
My employees are not a cost to be controlled. They're my most important asset. You can't have happy customers without happy staff. The numbers tell the story, but the people made it happen.
FREQUENTLY ASKED QUESTIONS
Do I need experience in the salon industry to own a Great Clips franchise? No. Jarrett came from finance with no salon background. Great Clips provides training, operational support, and systems that are designed to help get franchisees up and running. What matters most is your willingness to be present and engaged in your business.
How long does it take to build a profitable Great Clips franchise? It varies, but Jarrett describes it the way Great Clips leadership does: It’s a long-term legacy strategy, not a get-rich-quick scheme. Franchisees who follow the system, invest in their staff, and stay actively involved consistently build toward strong long-term returns.
What's the biggest mistake new franchisees make? According to Jarrett, it's treating the business as passive from the start. Expecting to step back before you've built a strong team and culture puts the whole operation at risk. Be present early, hire well, and earn your way to a more hands-off role.
Curious whether a Great Clips salon franchise opportunity could be the right fit for you, regardless of your background or career? Reach out and let's have a conversation. There's no pressure—just a straight answer to your questions.
Beth Nilssen, Director of Franchise Development, Great Clips, Inc.
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