Teri Holland (00:06.968)
Hi Dorothy, welcome to the show.
Dorothy Andreas (00:09.237)
Thank you so much for having me on, Teri. An honor to be here and speak with you.
Teri Holland (00:13.838)
Thanks, I've been looking forward to this. So I wanna go back to the beginning for you because you started your first business at a very young age, which is, not many people do that. So what inspired you to start your first business and so young?
Dorothy Andreas (00:33.203)
Yeah, I mean, it wasn't my plan. I went to a vocational, a VOTEC school during high school, got my cosmetology license and my teaching license. And I was working three part-time jobs to put myself through college to become accredited and certified as a teacher so that I could teach in a public system because you got paid more really than teaching it for a private school. And while I was, you know, working three jobs and going to night school, this
Teri Holland (00:56.354)
Right.
Dorothy Andreas (01:02.411)
it was a grind. had zero financial or family support around this endeavor. And a salon in our community came up for sale. So this was 1980. You know, there were no programs for young women in business or women in business at that time. You know, up until 1979, you could still be fired for being pregnant at work. So it was it was like, you know, back in the wilderness kind of days and
Teri Holland (01:19.054)
Dorothy Andreas (01:29.483)
I was working really hard and it was a struggle. And I heard about this hair salon and I thought, what if I owned my own business? I wouldn't have to do any of this anymore. I had no idea what I was doing. I made an appointment to go meet with the woman who was selling the salon and she said, know, aren't you really young to be here by yourself? And I said, well, I'm 19. Like, you know, like that meant something.
Teri Holland (01:52.216)
Hahaha!
Dorothy Andreas (01:55.615)
And she said, well, where are you going to get the money? Are your parents going to give it to you? And I said, no, but I own my car. been working for many years. And I own my car. I could sell my car and get the money. And I had to negotiate her down $1,000. She wanted $5,000. I knew I could come up with $4,000. And I bought this little hair salon called Her Majesty Hair Salon. And Teri the first day there, I didn't know what I didn't know. You know, I'm like,
Teri Holland (02:23.49)
Yeah.
Dorothy Andreas (02:24.299)
I knew how to do my skill and I think this is something really important for so many people who start business. I knew I was really good. I had been competitive with hairstyling, I was winning awards, so I knew I was good at my craft, but I had no idea how to run a business. And I had no money to learn how and there were very few resources. So the first day, the very first day, the first client went to check out and she handed me a $20 bill and I didn't even have change.
the register. Like I didn't even know that I needed to have change in the register and I could feel my face flush. And I call, she said, honey, it's okay. I'll see you next week. This is when women used to come in on a weekly basis. Right. And I called my mom and said, Hey, could you please bring me $20 in change? I forgot to get change. And as I was walking from my desk back over to the next client who's sitting in the chair, I remember this like it was yesterday, thinking to myself,
Teri Holland (02:57.634)
Wow.
Teri Holland (03:07.37)
Yeah.
Dorothy Andreas (03:24.339)
I'm going to sink or swim and I'm not going to let myself sink.
Teri Holland (03:30.414)
I just got goosebumps. that's... yeah.
Dorothy Andreas (03:31.205)
Yeah. You know, Teri, there's one more piece to this story. And this is really pivotal in in my journey. The day that I came home from meeting with this woman, I called my parents into the living room and said, I, Dad, I need your help. need to sell my car in seven days. I just signed a contract. I'm going to buy this hair salon up the street. And I need to have her paid in seven days.
And my dad put his hands in his pocket and he looked at me and said, but you'll, you'll never be smart enough to run a business. I don't want to be a part of watching you fail. And in that moment, I made a decision, you know, not consciously, but I made a decision. First of all, you know, I was swearing profanely in my head, but I made a decision that I will show you and I will prove you wrong. And that decision cost me a lot for many, many years.
Teri Holland (04:07.982)
Wow.
Teri Holland (04:18.88)
You
Dorothy Andreas (04:27.851)
because I was terrified to let anybody know. I didn't really know what the heck I was doing.
Yeah.
Teri Holland (04:37.208)
Wow, that is so powerful. And so how did that evolve for you? So you have the business now and you're sort of learning trial by fire, figuring it out as you go. And what happened next? Where did that take you?
Dorothy Andreas (04:52.6)
Well, I realized that I was working a lot of hours. I mean, I was putting 10 and 12 hour days in because, you know, after work, I'd like want to clean everything and really sort of those first couple of months shifting it, making decorative changes and things like that. And I could only do as much as I was generating an income like that week. So I realized that the only information that I had available to me other than magazines at the time, like, you know,
Teri Holland (05:11.448)
Right.
Dorothy Andreas (05:19.403)
there were two monthly magazines in my space. So I had to wait for them to come out and I would read them from cover to cover on the day they arrived, was I had clients who sat in my chair every 30 minutes. And these were clients who had a lot of experience. So I started asking my clients, hey, I have to interview somebody because I need to hire an assistant and I've never done an interview before. Now here I am, I'm this 19 year old kid, right? They wanna see you win. And you know,
Teri Holland (05:43.405)
Yeah.
Dorothy Andreas (05:46.025)
Have you ever interviewed somebody? What kind of question should I be asking? So I used the resource that I had, the clients in my chair to answer my questions. And that was really, that was a win. That was a win because I didn't want to be gossipy at work. I wasn't into the soap opera thing that was like everybody was watching at the time. So it was just, it was really, it was a nice way to do it. But I literally,
Teri Holland (05:52.45)
Thanks
Teri Holland (06:02.968)
Mm-hmm. Yep.
Teri Holland (06:08.273)
Hahaha
Dorothy Andreas (06:14.847)
would lie in bed at night and calculate how many haircuts do I need to do this week to be able to pay the water bill, the utility bill, the rent, buy supplies. I wasn't even factoring in that I should get paid. I took whatever was left. And then I think the other thing is I really approached this as if I'm a client, like I would literally walk in my, because I didn't know. mean, I'm making it up as I go and I can't let anybody know that I'm terrified inside.
I would open the door as if I were a client and I would look around and think, how does it feel? How does it feel when I approach the desk? How does it feel when I'm taken back to be shampooed? How does it feel when I'm put in the chair that I'm going to be cutting their hair? And so really looking at it from that perspective, I think gave me a, it was like customer service oriented. And that I really saw feedback wise, it felt right.
Teri Holland (06:45.518)
Bye.
Teri Holland (07:09.015)
Yeah.
Dorothy Andreas (07:14.015)
people were really nice, people were really, really nice. And my clients, I was saying to them, hey, if you see me doing anything, like if I'm doing something wrong or the wrong way, please let me know. And that was good. But I couldn't let my parents know that that's how terrified I was. Yeah.
Teri Holland (07:26.072)
Yeah.
Teri Holland (07:32.812)
Right, right. Wow. so looking back at that time in your life with all the knowledge and the wisdom that you have now, are there things you would have done differently?
Dorothy Andreas (07:45.083)
A couple years in, you know, I met my first husband, we had our first baby. It was very stressful. It was very stressful. And as stress was coming into life, I lost that first business in a fire. Learned that I was underinsured. One of my friends lived in the same building. We went all through school together. She unfortunately perished in the fire.
Teri Holland (08:05.294)
Yeah.
wow.
Dorothy Andreas (08:14.911)
very devastating. Before I met my first husband, was in a pretty crummy relationship, just looking for love. I would have loved myself more than that. There's the personal side and the professional side. But when my first husband and I got married and we had our first baby, it was really stressful. And at that point, I remember holding him and just thinking, I want more for you than what I had.
And so I decided that I was going to dig my heels in and work harder. And, you know, I started accessing support through professional product companies, professional hair products were just coming onto the scene. Then Nexus and Paul Mitchell and Redken ended up really dating myself with some of these names, but they were offering some education. And so I was exposing myself to education and soaking it up. And
Teri Holland (08:45.676)
Wow.
Teri Holland (09:03.223)
Hahaha
Dorothy Andreas (09:12.881)
it was a stressful time in our marriage. And I think this is an important thing for so many people, and especially founders, that when we're stressed, we often tend unknowingly to resort to the lowest common denominator of behavior that we grew up with. The things that we hated, we find ourselves doing. The behaviors that we really didn't like about our parents, we're emulating them somehow thinking that it's
That's what we know to do. And I think I would have found somebody early to talk through therapy or coach early. I didn't find my first coach until I was 26 years old. And yeah, how I even found, and at this point I had now sold that second business that I opened after the fire and opened the first day spa concept in the Pittsburgh region.
Teri Holland (09:57.227)
Okay.
Dorothy Andreas (10:09.131)
This is back in the day when people would stand on the sidewalk, look at the sign and say, what's a day's pay? The word spa wasn't in our vocabulary yet. Yeah, but I was reading about it. It was happening in Europe. And I thought, well, I could do this by offering these additional services. But it was just, those early years were bumpy, lack of self-confidence, fear.
Teri Holland (10:14.83)
Wow.
Teri Holland (10:19.214)
Wow, amazing.
Teri Holland (10:30.253)
Yeah.
Dorothy Andreas (10:38.303)
just wanting to be loved, wanting to be acknowledged, wanting somebody to pat me on the back, like just wanting somebody to pat me on the back and say, you're doing okay. And, you know, I just went looking in the wrong places for it. I wish I would have known that sooner, but, you know, I had some friends who had some very successful businesses and the one thing they had in common was they were all working with performance coaches. And I thought, well, I could do this, you know, so I'm introduced to
Teri Holland (10:46.008)
Yeah.
Yeah.
Teri Holland (11:04.334)
out.
Dorothy Andreas (11:07.871)
I also got very actively involved in landmark education at the time and participated for many years with landmark, which was wonderful, very pivotal for me in personal development. But I met a coach there and when he told me his fee, I thought that's more than my monthly mortgage payment. Now by this time, my husband and I are separated and I'm living in my own house with a baby and paying my own mortgage payment.
Teri Holland (11:12.599)
yeah, yeah.
Teri Holland (11:27.842)
Right.
Dorothy Andreas (11:35.089)
But immediately I saw a difference that this is somebody who is really short cutting my learning curve by just helping me get clear on what it is I really want to produce in the next seven days, in the next 30 days, in the next 90 days, in the next year. And that sense of clarity and somebody who was just there kind of holding my hand and showing me the way was absolutely.
Teri Holland (11:43.726)
Mm-hmm.
Teri Holland (11:50.434)
Yes.
Dorothy Andreas (12:03.241)
I have since that point I've always worked with a coach or in a coaching program.
Teri Holland (12:07.726)
Wow. So, I want to make sure that I get this straight. So by 26 at this point, or like by the time you were 26, you were on your, you'd had two businesses already, you're on your third business. You'd been through losing a business in a fire, married with a baby. That's a lot before 26 and then separated. That's a lot.
Dorothy Andreas (12:14.293)
Mm-hmm.
Third business. I'm on my third business. Yeah.
Dorothy Andreas (12:26.057)
Mm-hmm. Mm-hmm. Separated.
Yeah. I mean, you don't know, you're in it. You don't know. The crummy relationship that I talked about before I met my husband was a couple of years in a very abusive relationship. And I didn't know how to get out until one day I just said, I'm out, I'm out. I called my brother who lived in a different state and said, if I flew into your city tonight, can you pick me up at the airport?
Teri Holland (12:35.244)
Yeah, yeah.
Dorothy Andreas (13:01.277)
I need to end this. And my whole family was just thrilled. But again, you know, we find our way to these things because we're looking for love and they're not always ideal for us. it was, it was a lot. And I look back at that time and I think, what was the driving force? Like what, what kept me going? What kept me from turning into like, you know, turning to drugs or alcohol? You know, it was, I think,
Teri Holland (13:20.662)
Yeah.
Yeah.
Dorothy Andreas (13:28.949)
There were two things that I had that were really life-saving for me. One was I had my own business to go work in, and it was so gratifying. The better I got, the more refined I made the business, the more systems and processes I put in place, the more the business was growing, and that was incredibly gratifying and self-rewarding to me. And the other thing is I had a very strong sense of faith, and I would just pray very faithfully many times a day.
Teri Holland (13:53.49)
wow.
Dorothy Andreas (13:58.857)
like God just guide me on the path, you know? And that, I think those two things, my escape, my addiction was business and my crutch was my faith.
Teri Holland (14:00.041)
Yeah.
Teri Holland (14:08.334)
Mm-hmm.
Amazing. That's so inspiring to hear and how much you overcame in such an early pivotal part of your life, where I think back to when I was 26 and I was... What was I doing? I think I was still a struggling actor. had met my now husband, but owning a business was not even on my radar yet. It was...
Dorothy Andreas (14:15.633)
thank you.
Teri Holland (14:37.77)
When I think of myself at 26, I feel like I was still very much a baby myself. so thinking of how much you accomplished and how much you also overcame by that point in your life is just inspiring, really.
Dorothy Andreas (14:52.549)
I mean, really, thank you. at the time, you know, I was just getting through the day. It was like survival, you know, how soon can I be done working so I can go home and take care of my baby? And then is my baby taken care of properly so that I can go to work? And I was very grateful that I had my mother, a mother-in-law and a great aunt who were able to help me with with the child care. And even though my husband and I were separated,
Teri Holland (14:58.562)
Mm-hmm.
Teri Holland (15:05.186)
Yeah.
Teri Holland (15:19.685)
good.
Dorothy Andreas (15:21.419)
I still maintained a good relationship with his family and to this day, we're still, we got back together, we had another child and I'm now a grandmother for the first time. Yeah, but we've stayed very closely knit together for the sake of our children over the decades. But yeah, when you think about it, my dad died when I was 21. So I opened this business when I'm 19. He didn't...
Teri Holland (15:29.356)
Wow. Amazing.
Teri Holland (15:37.582)
Mm-hmm.
Wow.
Teri Holland (15:47.358)
wow.
Dorothy Andreas (15:49.387)
get to see what I was able to go on and create in my life. When he died and I was 21, I was the youngest child. I was the only unmarried child. And I was living with his boyfriend at the time. And I was bouncing back and forth between my mother's house and his house. My mother was struggling a little bit financially. So I started paying her mortgage payment. I used to have a joke.
Teri Holland (15:52.462)
Mm-hmm.
Teri Holland (16:13.006)
Mm-hmm.
Dorothy Andreas (16:18.077)
I cut hair all day, I come home and I cut the grass in the afternoon and then I go out with my friends and cut the rug at night. you know, was just, it's like all of a sudden, you know, at 21, I'm paying the mortgage payment for my mother's house. And like, it never occurred to me that my older siblings should have stepped in and helped me with that. But they didn't.
Teri Holland (16:24.536)
Hahaha!
Teri Holland (16:44.685)
Yeah.
Dorothy Andreas (16:46.793)
And somehow I just believed this is my responsibility. living that kind of a way also creates a problem for anybody who's familiar with the Enneagram. I'm a two on the Enneagram, right? The helper. That I believe that the more I help you, the more you love me. And I really entrenched that belief in those early years in business. Like, here, let me take care of your bills and you'll love me.
Teri Holland (17:03.758)
Okay.
Teri Holland (17:07.232)
f-
Teri Holland (17:15.074)
Right. Wow.
Dorothy Andreas (17:16.615)
And those are, you know, talking about the lessons we wish we could go back. I, you know, I had to work through all of that. And I'm being very vulnerable with you right now, Teri, but I think that so many founders deal with similar situa- you know, maybe not the exact same scenario, but the same kinds of concerns. Like, what are we doing? There's a reason we all turn to building a business.
Teri Holland (17:21.016)
Mm-hmm.
Teri Holland (17:27.362)
Yeah.
Teri Holland (17:37.442)
Yeah.
Teri Holland (17:41.932)
Absolutely. it's, you know, as I'm listening to you share that, it's interesting to me because I can see how on one hand, having that in you, that belief that if I help you enough, you'll love me. Having that, I can see how on one hand, that would drive a lot of success in your business and make you so good at what you do. And on the other hand, be so destructive for you personally.
Dorothy Andreas (17:56.117)
Mm-hmm.
Dorothy Andreas (18:10.389)
Be here.
Teri Holland (18:10.392)
How did you overcome that? How did you find your way through it?
Dorothy Andreas (18:13.099)
Support, lots of support. Like I said, I was almost always working with a coach and in therapy for many, years, just trying to understand generational patterns and why do I make the choices that I do? Why do I attract certain people into my life? Why do I have no interest in other people in my life? If I'm the one in common with every situation in my life,
Teri Holland (18:28.407)
Yeah.
Dorothy Andreas (18:43.123)
then it's all beginning with me. really, you know, working really hard in Landmark, which is all self development, while I'm working with a therapist, while I'm working with a coach, I mean, I was really immersing myself in this, I don't want to be making mistakes. Not that I wanted to be perfect, that wasn't it at all. I don't want to be doing things that I don't feel proud of.
Teri Holland (18:51.629)
Yeah.
Teri Holland (19:03.128)
Right.
Dorothy Andreas (19:09.737)
I don't want to be attracting people that create more of a problem or a mess for me. And the only reason, the only way any of us could overcome that is to see our own patterns and how we do it. And that's a lot of what I coach on today when I work with entrepreneurs is let's look at your patterns, both in business and personally.
Teri Holland (19:10.272)
Okay.
Teri Holland (19:24.546)
Yeah.
Teri Holland (19:30.126)
Yeah, yeah. that's, know, so speaking of your coaching, many of your clients scale to seven figures and in just like in under a year, which is astonishing. So what are the common mistakes that you would say that your clients are making before they come to see you? What are some of the problems and challenges they come with?
Dorothy Andreas (19:54.909)
Much like me, they're very good at what they do. And they were working for somebody else, whatever the industry. I started out just, actually I didn't even start out in the beauty industry, but I a lot of clients from the industry who are really out there thriving right now. But I work with all industries right now. The range is pretty interesting and fascinating of who I'm working with. I typically work with four to five clients at a time. I've worked with
Teri Holland (20:12.119)
Yeah.
Teri Holland (20:18.573)
Yeah.
Teri Holland (20:22.903)
Nice.
Dorothy Andreas (20:23.515)
more at a time before and it was really physically hard on me. I felt like I was sitting at the desk all day long because it's all virtual these days. But much like me, they knew how to do something really well, but they didn't exactly know how to run a business or they didn't know how to be a boss. They didn't know how to do book work. They didn't know how to get their taxes paid. So almost all the time when they find me,
Teri Holland (20:47.042)
rates.
Dorothy Andreas (20:49.981)
and it's either by a referral or they see me speak or they've read one of my books or they've been in a group where I've done something. And they there's tax issues. There's they're exhausted. They're overwhelmed. And they're feeling like it's never going to get easier. And we start right away, like right away. And it's taken it took
Teri Holland (21:02.862)
Mm-hmm.
Teri Holland (21:11.437)
Yeah.
Dorothy Andreas (21:17.139)
A couple of years when I started the consulting practice, I had started nine companies. When I started the consulting practice, I was really, I wanted to help everybody. Like bring me your issue and let me work through it with you. And then I had to get really more selective for my time and so that I could really make more of an impact with people who I do work with. So my discovery questions got really deep.
Teri Holland (21:30.358)
Mm-hmm.
Dorothy Andreas (21:45.397)
Like it takes seven days for somebody to answer my discovery call questions before I even get on the call with them. Like I will say, I don't want this back for seven days and I want you to think deeply. It's pretty deep and I can tell when I get that back. This is a person, I mean, I use this tongue in cheek, but like maniacs like me, right? Who is so driven that they are willing to get themselves out of their own way to grow a business and
Teri Holland (21:45.836)
Yeah.
Teri Holland (21:51.17)
Wow.
Teri Holland (22:05.144)
Yeah.
Dorothy Andreas (22:14.645)
take it out of their head and put it into a process and a system that allows them to scale and not feel like they've lost something if the whole business doesn't revolve around them. Because the only way you can scale a business is to be delegating. And so, you know, when somebody opens a business, they believe it's all about them. And that need to delegate is paramount to being able to scale. And once we get people confident that it's still their business and they're still in charge,
Teri Holland (22:29.251)
Right.
Dorothy Andreas (22:43.701)
but other people get to do the things that the other people do better than the owner does, with accountability, it really starts to explode. And it's very exciting to see it happen. Yeah.
Teri Holland (22:46.765)
Yeah.
Teri Holland (22:57.814)
I bet. Yeah. It's interesting because that delegation piece, I know I've struggled with that. I know a lot of my clients have struggled with it. It's a hard shift to make from being, know, I'm the solopreneur, it's my business to now I'm going to trust someone else to do something. What are some steps that you take with your clients to help them with that transition into now being
Dorothy Andreas (23:16.778)
Yes.
Teri Holland (23:24.12)
Like really stepping more into a CEO role instead of the person who's doing everything.
Dorothy Andreas (23:28.893)
Yeah, one of the things we start doing early on, we're doing personal mindset work. I found that there are really three components to scaling a business. There is the mindset piece, there's the systems piece, and there's the support piece. And as we start to go through sort of deconstructing their business and how things work.
Teri Holland (23:43.982)
Okay.
Dorothy Andreas (23:50.769)
we are looking at what really works and let's get this down in writing. Let's get this in a standard operating procedure book or a policy and procedure book. Let's start to really map out. And for me, it started with, I was still behind the chair cutting and coloring hair for the first 15 years of having businesses that
Teri Holland (24:00.397)
Yeah.
Dorothy Andreas (24:16.147)
My staff would come over while I was taking care of a client and ask me a question, hey, I forget how to do a refund on a credit card or I forget how to cancel a credit card. I forget how to change the toner in the printer. And it was an interruption on the very sacred time that the client in my chair was paying me for. know, like to me, that sacred time, you pay for that time. That's your time in my chair. That's your 30 minutes to come and have it be a wonderful experience for you, not to hear me.
Teri Holland (24:24.462)
Great.
Teri Holland (24:33.399)
Yeah.
Dorothy Andreas (24:45.685)
talking to my staff about how to change the toner in the printer. So I started just writing down answers to the questions I was getting asked the most. And it started out as a one page document. And I went to the staff and I mean, this sounds so simple, but so few people know to even do this. So I went to my staff and I said, hey, these are the questions you're asking me the most. I've put the instructions, like there's 10 questions you ask me every day.
Teri Holland (24:50.978)
Yeah.
Dorothy Andreas (25:13.471)
I've written the instructions out, it's hanging back in the break room. Go there before you come to me because you can't interrupt me when I'm with a client. And I get it, sometimes there's an emergency, know, like, hey, you know, this back when we used to like hand slide the credit cards and if the thing jammed or whatever, that one page 10 Q &A sheet evolved over the years into a 64 page document.
Teri Holland (25:22.274)
Yeah.
Teri Holland (25:30.98)
yeah.
Dorothy Andreas (25:42.889)
that Teri, tell you, each page in that document came from things that didn't go right in the business and we had to fix them. And then we created a process around it. And each page, I say, was a $10,000 mistake. And yeah, you know, sold multiple businesses now and most of them still operate with those same policy and procedures that were put in place, you know, to make things smoother. So that's really what
Teri Holland (25:43.672)
Bye.
Teri Holland (25:58.146)
Wow, yeah.
Dorothy Andreas (26:12.887)
what I do with the clients is we work on their mindset to get them comfortable that they can step back, they can delegate how to instantly resolve conflict. My second book is Conflict Revolution. That book is there because every business manages conflict and high turnover in business comes at a really high cost. I was very fortunate that I kept my staff for decades and decades.
Teri Holland (26:16.558)
Okay.
Teri Holland (26:20.238)
Mm-hmm.
Teri Holland (26:27.906)
Yeah.
Teri Holland (26:40.248)
Wow.
Dorothy Andreas (26:41.265)
And that was because we figured out how to communicate in a way that served everybody. So, you know, I'm working with them on the, I'm working with clients with that on the personal side. We're also looking at marketing. How can you be reaching, making, having a broader reach, but how can we look at really improving the internal operations of your business so that you want to build this business so it can run without you needing to be there day to day.
Teri Holland (26:51.896)
Yeah.
Teri Holland (27:09.858)
Wow. And you've talked about how you're working on the mindset and the business. Why is mindset non-negotiable for you for business growth?
Dorothy Andreas (27:20.947)
I think it's from my own experience and everybody I know. I mean over the years then women's groups developed and for many years I was fortunate to belong to an organization called Women Presidents Organization where it was a peer to peer support group, a really nice global and I belong to a local chapter. And we all have the same issues. We all feel overwhelmed.
Teri Holland (27:27.501)
Mm-hmm.
Teri Holland (27:36.931)
Nice.
Dorothy Andreas (27:47.915)
we're all taking care of children or we're taking care of parents. We're all dealing whatever the business is, whether you make water bottles or you cut hair or you have an online practice, right? We're all dealing with human issues and how we deal with those human issues, we think everybody deals like us at a certain level. And when we are able to understand and accept ourselves enough to stand there and hold space for
Teri Holland (28:01.356)
Yeah.
Dorothy Andreas (28:17.599)
what's going on in the mind of the other person, it's like a flexibility thing. the more, it's the most, the happiest person in the room is always the most flexible. The person who digs their heels in, and often when I start working with somebody, like I have a very specific process. Here's the first thing we, when we get in the meeting, in the session, on the call, however we're meeting, it's always the same questions right up front. There's like an order.
Teri Holland (28:24.13)
Yeah.
Teri Holland (28:37.858)
Yeah.
Dorothy Andreas (28:47.027)
And then it's free form conversation after that. But I will have clients who are really triggered. My first question is always, what are you most proud of since the last time we met? And there are people who will say, you know, I hate that word proud. Well, let's dig in there. Let's dig in. What does being proud of yourself mean to you? And it always comes from childhood stuff. So, you know, I make it very clear. I'm not a psychologist.
Teri Holland (29:04.014)
yeah.
Dorothy Andreas (29:16.357)
I am only licensed in cosmetology teaching and that's it. But I've spent decades, I really went on that self-development path when I turned 27 years old and have spent my life understanding, know, studying human behavior. It's fascinating to me. So that mindset, yeah, that mindset piece is really it. Why we do the things we do.
Teri Holland (29:32.61)
Yeah.
Teri Holland (29:37.157)
absolutely.
Teri Holland (29:43.22)
Okay.
just thinking where I want to go next. You also help your clients overcome fear of visibility, fear of failure, fear of success. What are some tips that you could give the audience today who might be experiencing some of those fears? How do you navigate that?
Dorothy Andreas (29:57.991)
Mm-hmm. Mm-hmm.
Dorothy Andreas (30:06.827)
Now, well, often, if we're the leader of the business, we're going to be speaking, we're going to be speaking in front of our clients, we're going to be speaking in front of an audience in front of our staff, we're going to be speaking. And for some people, that's really terrifying. A friend of mine and I several years ago started a workshop called smart women speak up. And it's really fun. And it is crazy how if a woman is in the front of the room, what
Teri Holland (30:11.778)
Yeah.
Teri Holland (30:26.658)
Yeah.
Dorothy Andreas (30:35.659)
And we didn't really know this until we started this workshop that, you know, is my hair right? Are my clothes right? What are they thinking about me? Is my voice right? Do I like my voice? So I really, for that piece of it, I tell people just to practice. And, you know, most of the people that I'm working with right now are gonna be at some point going live on the internet doing something in the future, whether it's just promoting their business or connecting or whatever.
Teri Holland (30:42.52)
Mm-hmm.
Teri Holland (30:52.438)
Nah.
Teri Holland (30:58.689)
Mm.
Dorothy Andreas (31:04.443)
And so I will have them practice, like start with me. I want you to send me a video. I want you to record a 30 second video and tell me about your day. Now I want you to go on Instagram and just 30 seconds, just talk about a problem you're having in your day that you've solved. And just do that every day. Just do that every day. And it very quickly gets people over it. So that's the visibility piece of it.
Teri Holland (31:11.404)
Nice.
Teri Holland (31:23.49)
Yeah.
Dorothy Andreas (31:34.251)
There's often for a founder, if they've got a family, they're short cutting somewhere. They're either not practicing great self care, their family's being short changed, their kids aren't really getting their parent, you know, and kids catch that behavior. And so if you come home from work every day and you are moaning and groaning about work, what are your kids going to grow up and think about work? They're going to think it's bad. They're going to not think it's great.
Teri Holland (31:49.655)
Yeah.
Teri Holland (32:01.492)
Mm-hmm. Yeah, right.
Dorothy Andreas (32:04.491)
Same thing, yeah, right. I teach a money mindset course, but it really came out of a time management course for founders that I started teaching in 1995 based on five key areas. And this is so important for all of us. We're all humans. I start with the first principle is physical, our physical self and our physical space. What are we doing to take care of ourself every day? And what are we doing to keep our space
conducive to producing results. If your desk is a mess, chances are you're not going to be getting through your task list easily or you're going to be wasting time looking for things. If your kitchen spice rack is disorganized, you're going to waste time looking for cinnamon if it's in the back rather than if it's in the C section of your spices. I mean, we really break it down. We break it down. you know, it's the physical piece. The next one is relationships, our relationship with ourselves.
Teri Holland (32:46.082)
Definitely.
Teri Holland (32:53.614)
You
Yeah.
Dorothy Andreas (33:03.733)
how we think and how we act, why we do the things we do, getting very clear about that, what we think and believe about ourself, and then how we relate to the people in our world. So relationships is second, spirituality is next, not necessarily religion, but what is the higher purpose that you were put on this earth for? And yeah, and I found that in the early days, I I could have a whole other story about losing a house and a fire when my...
Teri Holland (33:06.925)
Mm-hmm.
Teri Holland (33:24.174)
Yeah, that's a big one.
Dorothy Andreas (33:32.837)
when my kids were young, but I had to really look at my life. had completely unplugged from spirituality. And that was always one of my foundational strengths. I was so busy and so tired. I was forgetting that there was a higher purpose than me. So that's the third piece. The fourth piece is career and learning. And then lastly, it's money. And in teaching that course, nobody was ever late or nobody ever missed the money session of that course.
Teri Holland (33:34.659)
wow.
Teri Holland (33:43.106)
Yeah.
Teri Holland (33:49.154)
Okay.
Teri Holland (33:59.31)
Interesting.
Dorothy Andreas (34:00.075)
And I thought, okay, there's something here. So it led me to start teaching a course called Money Mindset Moves. And it's really deconstructing the generational patterns of what money means to you, why you're afraid to make it, how you manage it, how you attract it, how you repel it. And it's really fun, really, really fun. I have so much fun. Teri, know, this is October 1st is going to be my 45th anniversary of being in business.
Teri Holland (34:11.918)
Wow.
Teri Holland (34:16.711)
Wow.
Yeah.
Dorothy Andreas (34:27.635)
And I do not feel like I've worked one day in my life because I've just, I mean, and I've worked hard, like hard and long. It's been, it's been absolutely the biggest blessing of my life that I never feel like I work. You know, all my friends are out there golfing and I'm like, well, I'll golf on Monday, but I'm going to work Tuesday, Wednesday and Thursday because I love it. And you see results.
Teri Holland (34:33.677)
Yeah.
Teri Holland (34:43.15)
That's incredible.
Teri Holland (34:48.398)
I love it. Yeah. How are you going to celebrate? Yeah.
Dorothy Andreas (34:53.387)
I don't know. At 40 years, it was a fairly big celebration, like my 40th anniversary of being in business. So this is, know, 40, yeah, this will be 45, 45 years. I don't know. At this point, spending time with my family is so important. So important. I just got back from this.
Teri Holland (35:01.806)
Yeah.
Teri Holland (35:09.614)
Yeah.
Teri Holland (35:19.298)
Yeah.
Dorothy Andreas (35:19.947)
nine days of being able to babysit my grandson while my son and daughter-in-law were out of the country. And it was fabulous. you know, so like, it's a reward for me to be able to fly across the country and be with this precious child.
Teri Holland (35:25.262)
So nice.
Yeah.
Teri Holland (35:35.95)
Yeah. How old is he?
Dorothy Andreas (35:38.473)
He's 18 months. And he knows me. He can't say Grammy yet, but they laminated one of my book covers. So it's my picture. And if they say Grammy, he picks the picture up. I just got back from there a few days ago. And my daughter-in-law told me yesterday three or four times a day, because he doesn't have all of his words yet. So he does this little symbol that means more. And she said, three or four times a day, he'll bring me your picture. And he'll do that symbol.
Teri Holland (35:39.822)
nice.
Teri Holland (35:47.15)
you
Teri Holland (35:51.342)
Aww.
Dorothy Andreas (36:07.315)
then they FaceTime me.
Teri Holland (36:08.174)
that's so sweet. Yeah. incredible.
Dorothy Andreas (36:10.726)
I know, melt my heart, right?
Yeah, yeah, it's pretty special. you know, just having more time now to be able to appreciate this baby than, you know, when my kids were little, it's an exhaustive blur, like, okay, let's get you bath, let's get you into bed, let's read this book, go to sleep, mommy has to do laundry, you know, it's a little different as a grandparent. Yeah, yeah, yeah.
Teri Holland (36:18.785)
Yeah.
Teri Holland (36:27.47)
Right.
Teri Holland (36:32.876)
Yeah. Yeah.
Teri Holland (36:38.69)
I bet. I bet. That's amazing. Now you have recently launched your own podcast, Streamline Success. What inspired you to step into the podcasting space?
Dorothy Andreas (36:52.283)
So it's interesting about maybe five or six years ago, I was in Los Angeles with Joel Bauer, who is one of my mentors. I was at an event with him and Myron Golden was in the course and we were standing next to each other and we were doing an exercise together. And I had the mic for a few minutes and Myron said, Dorothy, you need to start a podcast. You have a good voice, you should be having a podcast. Thank you. I never knew that, I never really liked it.
Teri Holland (37:16.43)
You do, yeah.
Hahaha.
Dorothy Andreas (37:21.675)
But he said, you need to start a podcast. So I kept thinking, my God, the idea of a podcast sounds so overwhelming to me. And then jump ahead. I met you earlier this year, Teri, and you made it seem very manageable and very doable. And I thought this is, it's time. Let me try it. I'll either do it and I'll love it or I won't. And I'm still not exactly sure what I'm doing every day, but I've got several episodes out there.
Teri Holland (37:35.342)
Yeah.
Teri Holland (37:49.207)
Hahaha.
Dorothy Andreas (37:51.017)
And they're being downloaded and it's led to some speaking opportunities and it's really exciting and it's really based on business growth. The first month I decided that I will do a different topic every month and for the first three sessions I'll speak alone. The fourth session I'll bring somebody who's really had success in that area to get for the audience to hear them. So the first month I did overwhelm.
Teri Holland (37:53.602)
Yeah.
Teri Holland (38:12.856)
Nice.
Dorothy Andreas (38:21.383)
overwhelmed for the founder because almost everybody feels overwhelmed at some point. And that just completed and I just launched the first episode yesterday of the money mindset piece. And this, it's really good. There's, you know, there's some strategies in there because a lot of people aren't sure of what their value is. And, you know, I share three, three,
Teri Holland (38:21.539)
Mm-hmm.
Teri Holland (38:25.845)
Yeah.
Teri Holland (38:34.947)
Nice.
Dorothy Andreas (38:50.815)
things that you could, exercises that you can very easily, quickly do to start to see how you really do have value if you're creating a product, especially if you've solved a problem for yourself and you've solved it for other people. It's a saleable product or service.
Teri Holland (38:55.458)
days.
Teri Holland (39:10.356)
Absolutely. And I will link your show in the show notes as well. What would you say to someone who's thinking about starting a podcast but maybe feels like the way you did, like it was overwhelming or too much? What would you say to them?
Dorothy Andreas (39:29.597)
I would say to find you and invest in your course. Truly, Teri No, truly. mean, it was like really, and it's the same thing when I was, I wanted audible versions of my three books. So I found a guy who has a great course that's very manageable called Audiobooks Made Easy. I bought the course, I listened to it, I followed the instructions, and I was able to create and publish my own audible version of the books. So,
Teri Holland (39:32.628)
well thank you.
Teri Holland (39:42.733)
Yeah.
Teri Holland (39:53.592)
Yeah.
Dorothy Andreas (39:59.879)
In doing like, you know, I think this is one of the things that I didn't know early. And I really, this is an important message for the audience is the things that you don't know how to do, you want to find the person who's the expert in the field, who has had tremendous success in doing what it is you believe you want to do and align yourself, make the, mean, I've invested over a million dollars into specialized training for myself.
Teri Holland (40:20.493)
Yeah.
Dorothy Andreas (40:26.619)
over the decades. mean, you a college degree way back, you know, in the 70s and early 80s might have cost me $75,000. That would have been nothing in terms of what I've actually invested into myself and programs to learn. And I say that because that is how I was able to go from a college dropout to building nine businesses and now helping people quickly scale their service or practice or
Teri Holland (40:27.106)
Yeah.
Dorothy Andreas (40:55.551)
brick and mortar store, whatever it is, up to seven figures, is I learned from other people. So I would say for the podcast, find you invest in your program. And I know you didn't ask me to say this. I'm saying this, but it's really true. mean, it was so incredibly helpful going through that with you and following your guideline because you know what you're doing and being able to follow the formula.
Teri Holland (40:56.29)
Yeah.
Teri Holland (41:10.422)
No, but I appreciate it.
Teri Holland (41:23.416)
Thanks.
Dorothy Andreas (41:25.331)
and a formula can be replicated. And I really appreciated that. And then I was like, nobody's even going to pay attention to my podcast. sure enough, the very first day I put it up on LinkedIn, and I don't even have a lot of engagement on LinkedIn because I don't spend a lot of time there. The very first day I put it up, it led to a speaking engagement. Somebody reached out to me. so we never know. And I guess this is
Teri Holland (41:33.635)
Hahaha
Teri Holland (41:48.619)
amazing.
Dorothy Andreas (41:53.237)
This is a really important thing also. You don't have to know what you're doing, but you have to take action every day. And action is what separates the doers from the dreamers. And just taking action, doing something will unfold what it is you should be doing next, or what it is you need to learn next, what it is you need to change next. But if you don't take action, it doesn't happen.
Teri Holland (42:07.064)
Yes.
Teri Holland (42:19.362)
Yeah.
Dorothy Andreas (42:22.611)
Often there's a saboteur archetype heavily at play if somebody's afraid to take action.
Teri Holland (42:28.302)
That is such great advice. Now have a couple of rapid fire questions for you if you're if you're game. What's your favorite book to recommend?
Dorothy Andreas (42:35.337)
Absolutely.
Dorothy Andreas (42:39.243)
In general, The Prophet by Khalil Gibran. Yes, so good. One of my favorite books. One book I have all of my clients read early on if they haven't already is the E-Myth Revisited. The E-Myth Revisited is really good. It follows a very high-end hotel and a woman who makes really good pies and wants to a pie making business.
Teri Holland (42:45.52)
yeah, so good.
Teri Holland (42:55.499)
Mm.
Dorothy Andreas (43:09.131)
And it shows you so much about putting systems into place. yeah, those two are top of mind. And I have a list of so many. Another one, because there's so much in the tech space right now, is Fall in Love with the Problem, Not the Solution by Ian, I forget his last name. He's the founder of Waze, the app Waze. The book is called Fall in Love with the Problem, Not the Solution. Really good.
Teri Holland (43:15.032)
Cool.
Teri Holland (43:20.099)
Yeah.
Teri Holland (43:28.238)
Teri Holland (43:32.28)
Okay.
Dorothy Andreas (43:38.665)
for early founders as a way to look at what they're doing.
Teri Holland (43:39.48)
Yeah.
Teri Holland (43:43.099)
I haven't heard of that one. I'm have to check it out. That sounds great. And what's your favorite food?
Dorothy Andreas (43:45.407)
Yeah, really good.
Dorothy Andreas (43:50.123)
I'm pretty broad based. do low carb, low sugar keto ish. So I like cheesy things. I like a great steak. was a macrobiotic vegetarian for many, many years. And when I was pregnant with my second child, I was craving a hot dog. was working with a nutritionist. And one day she said to me, you know what, eat a hot dog.
Teri Holland (44:02.85)
Yeah.
Teri Holland (44:08.499)
wow.
Dorothy Andreas (44:19.037)
either going to get sick from it or it won't bother you. So I went to a deli in Pittsburgh. went to this fabulous deli, got a hot dog, you know, out to here pregnant, ate the hot dog, turned around and ordered a second one and I never looked back. So yeah, I pretty much, you know, I, I like a lot of things. I like to try new things. Yeah.
Teri Holland (44:19.202)
Yeah.
Teri Holland (44:32.845)
Wow.
Teri Holland (44:41.066)
Nice. Nice. Who's a celebrity you'd like to have dinner with dead or alive?
Dorothy Andreas (44:48.979)
Hmm... Prince?
Teri Holland (44:52.169)
good choice.
Dorothy Andreas (44:53.471)
Yeah, prolific, prolific artist.
Teri Holland (44:56.13)
Yeah, yeah, absolutely amazing. And what is your go-to karaoke song?
Dorothy Andreas (45:04.056)
whoo.
Well, I think I've only done karaoke twice in my life and there was alcohol involved. Born to be Wild, my sister, a high school friend and I did on a Thanksgiving night like when we were in our 30s, we all met up at this place and we did Born to be Wild because we all knew the lyrics to that. But I had, you know, I really love that you asked this question, Teri.
Teri Holland (45:13.449)
Hahaha
Teri Holland (45:19.457)
Mmm.
Teri Holland (45:29.102)
Thanks.
Dorothy Andreas (45:33.149)
there were songs that the mantra, the song represented something. So, you know, back in the early eighties, going through the business, losing the business, going through this terribly abusive relationship, really ending up in the hospital from that relationship, coming out of it, finding my husband, having a child, all of that stuff. There was a Madonna song. And it's not that I'm a huge fan of Madonna or not. I mean, she was, you know, so incredibly popular, but it was the song over and over.
Teri Holland (45:45.454)
Yeah.
Teri Holland (45:49.73)
Wow.
Dorothy Andreas (46:02.889)
I get up again over and over. And that song is in my playlist. And I latched onto that song because I felt like that was my mantra for many, many years. I get up again over and over. And that was really good. That was really, really good. To relax, the song I love the most, it's Cantaloupe. the Cantaloupe was originally done by Herbie Hancock, but it's by a band called Us Three.
Teri Holland (46:05.346)
Yeah.
Teri Holland (46:20.674)
Yeah.
Dorothy Andreas (46:33.151)
came out maybe 25, 30 years ago. Cantaloupe is a really cool vibe song. And it's the first song that plays in my playlist when I go out to walk every day. Yeah. Yeah, Cantaloupe by Us Three. Really cool.
Teri Holland (46:42.21)
Cool.
Nice! I don't know that one. I'm gonna have to find it. I'm curious. Yeah, I'm gonna check it out. I'm gonna check it out as soon as we're done here because now I'm curious about it. And then Jonathan Maynard was the last guest on the show who I know that you know as well and he passed along this question for you. He said, what is one thing that you found that changed your perspective in a way that you were not expecting?
Dorothy Andreas (47:00.105)
Yes. Yes.
Dorothy Andreas (47:13.098)
you
When I went to my first landmark education weekend, I saw that people saw right through my act. Everybody sees right through the act that we think we so guardedly protect. Some people call it the act, some people call it the mask and landmark, it was the act that when I saw that, and I saw how
Teri Holland (47:31.309)
Yeah.
Teri Holland (47:38.072)
Yeah.
Dorothy Andreas (47:45.927)
I operated in life, it caused profound change in me. And I never expected that to happen. I thought, this is going to be some cool workshop I'm going to go to. And I'm going to learn some stuff, and that's it. was pivotal. That weekend was a pivotal week. I stayed in Landmark for many, many years. Yeah.
Teri Holland (47:54.19)
Mmm.
Teri Holland (47:58.754)
Yeah.
Teri Holland (48:07.532)
Yeah. And what's a question you would like to ask the next guest without knowing who they are?
Dorothy Andreas (48:13.915)
Dorothy Andreas (48:18.79)
What?
What did you think you would be when you grew up and how did that impact your journey?
Teri Holland (48:29.134)
Great question. I like that. And any final words you'd like to leave the audience with today?
Dorothy Andreas (48:36.311)
I would say if there's one thing that I could say to every person out there is love and trust all parts of yourself, even the parts that weren't strong enough to get what you wanted out of life. And this really came from the lesson I learned from my father that for many years, I felt like a victim and man, I got a lot of juice out of that victim story. Like, woe is me, my father really didn't.
Teri Holland (49:04.361)
Right, yeah.
Dorothy Andreas (49:07.345)
love me, not that he didn't love me, he didn't support me. I was as much responsible for the way that relationship went as he was from the time I was very small child and I never wanted to see it because it felt so comfortable to slip into this story and this really came from me looking deeply inside of myself and saying, know, I don't want this story anymore. This story is disempowering.
Teri Holland (49:23.778)
Yeah.
Dorothy Andreas (49:35.399)
And so if I love the part of myself that didn't know how to get that love from my father, but I can give it to myself, I'm going to really attract way healthier people in my life. And that, that in general, I think is something that it's tough to do alone. You often need a therapist, coach, mentor, somebody to help you see it because those things are hard to look at, but it is well worth every minute that we invest.
Teri Holland (49:35.458)
Yeah.
Teri Holland (49:55.085)
Definitely.
Dorothy Andreas (50:03.327)
looking at those parts of ourselves, the parts of ourselves that in any way feel like a victim to anything that has ever happened to us. And we take full responsibility for loving ourselves fully and completely.
Teri Holland (50:18.35)
Thank you. Thanks for that. And thank you so much for coming on today. This has been a great conversation. I've really enjoyed it. And I know the audience is going to enjoy it as well.
Dorothy Andreas (50:20.117)
Thank you.
Dorothy Andreas (50:28.511)
Thank you so much, Teri. truly was an honor to, you I mean, you really are so well known and to be able to speak on here is so much fun, so exciting. So I appreciate that. Thank you so much.
Teri Holland (50:36.215)
Teri Holland (50:42.744)
Thank you.
Dorothy Andreas (50:45.088)
Yeah.
