For The Record

Chris Murray has been in almost every room that matters in this industry. Galderma. Revision Skincare. Platinum Dermatology Partners. And now—after more than a decade of building other people's businesses, launching private label lines, managing 432 providers across 125 locations, and quietly answering every call on the first ring—he's building his own.Catalyst Aesthetic Advisors is the business Chris has been talking about starting for years. The concept is as simple as it is rare: a “talent agency model” for aesthetics that doesn't sell you a playbook, a software, or a marketing package. It sells you a result. You tell him where you want to go, grow revenue, scale locations, exit, or bring a big idea to life, and he diagnoses what you actually need, finds the right people to execute it, and stays in the room until it's done.This is a conversation about what you learn when you've stood on every side of this industry. What practices get wrong about vendors. What vendors get wrong about practices. Why the million-dollar ceiling exists. Why private equity isn't the threat people think it is. And why the Forrest Gump of aesthetics might be exactly who your practice needs to call.What You'll Learn:• The CAA model for aesthetics: Why Chris modeled Catalyst after Creative Artists Agency—the talent agency that revolutionized Hollywood by packaging talent instead of producing content—and how that same idea translates to packaging the right consultants, operators, and experts around a practice's specific goal• Four reasons to call Catalyst: Grow revenue, scale and add locations, exit the practice, or develop a big idea, and why knowing which one you need changes everything about the path forward• Diagnose, assess, refer, execute: The operational model behind Catalyst, and why "execute" is the differentiator—not the diagnosis or the referral, but staying in the room until the result is done• The 30,000-foot view problem: Why most practice owners are stuck at 10 feet (survival mode, day-to-day) with no one operating at 20,000 feet, translating between the board level and the treatment room, and why that gap costs more than any single expense line on the P&L• Stop carrying everything: Why focusing on two or three vendor partners and giving them preferential treatment results in better pricing, more samples, more training support, and less panic at the end of every quarter• The private label reality check: When private label makes sense, when it doesn't, why volume equals price, and what it actually takes to build a custom formulation versus just putting your name on someone else's product• Five ways to grow an aesthetic practice, and new patients is only one: Why retention, cross-selling, increased visit frequency, e-commerce, and membership are all being left on the table while practices pour money into lead acquisition• When to expand: Don't even think about a second location until you're hitting $1.4 per provider and $1 million in EBITDA in year one. Get your house in order first. Expanding chaos is just more chaos.Quoteworthy Moments:"Hope is not a strategy. That's a T-shirt I wear constantly. And it is what most marketing plans in aesthetics are built on.""There's no litmus test for how well a practice is doing. I've shown someone their books and said, 'Do you realize how good you're doing?' They had no idea. You can't go from a B-plus to an A-minus without knowing what a B-plus looks like first."Connect with Chris:Website: catalystaestheticadvisors.comEmail: [email protected]: https://www.instagram.com/catalystaestheticadvisors

Everyone wants visibility, but what have you built that brings enough value to get you noticed?In this episode of For The Record, Dr. Tiphany Hall sits down with Amanda Strunk, third-generation owner and publisher of Dermascope Magazine, to talk about what it really takes to build credibility, earn opportunities, and create a name that lasts in aesthetics.After growing up in the professional skin care industry and working her way through nearly every department of the family business, Amanda has helped evolve Dermascope from a traditional print publication into a multi-platform educational resource while protecting the mission that has guided the brand for more than 50 years: raising the standards of aesthetics through trusted education.And after reviewing countless contributors, educators, experts, and emerging industry voices, Amanda has a unique perspective on what separates the people who simply want exposure from the people who become respected thought leaders.Her advice? Focus on your value before your visibility.What separates the ones who last from the ones who disappear after one conference appearance? It's not their follower count. It's not their lighting setup. It's value—deep, specific, earned, credential-backed value—and the consistency to keep showing up once they've built it.This is one of those episodes that's equal parts career coaching, industry history, and a gentle but firm reminder that there are no shortcuts to becoming someone this industry actually trusts.What You'll Learn:• Value before visibility: Why building your expertise, credentials, and niche must come before anyone starts putting you on stages or magazine covers—and why the people who skip that step disappear just as fast as they arrived• Finding your niche: Why trying to talk about everything means you're known for nothing—and how to identify the one topic you could discuss in your sleep, unprompted, forever• The difference between knowing and teaching: Why some of the most knowledgeable people in this industry are terrible educators, and why the ability to take complex science and make it digestible is a skill worth developing separately from clinical expertise• Consistency as a career strategy: Why Dermascope loses more contributors to disappearance than to disqualification—people raise their hand, get one shot, and then vanish—and what showing up repeatedly does for your visibility over time• Brand-driven vs. education-driven content: How to recognize when an article or speaker is selling a product versus genuinely teaching—and why readers increasingly need to do their own due diligence before trusting what they consume• The influencer paradox: Why the best influencers are actually skilled educators who happen to be magnetic on camera—and why credentialed practitioners who dismiss them are missing the point while their patients are taking notes• Trade shows as community, not commerce: Why the future of in-person events isn't the booth floor—it's the conversations between sessions, the theme nights you hate until you get there, and the relationships that don't happen on Instagram no matter how many times you follow each otherQuoteworthy Moments"Value over visibility. Focus on your value before your visibility. So many people want to be an influencer before they've built anything worth following. Find your value, grow your credentials, and the visibility will come naturally.""Anybody can educate, but can you actually teach? You can have 20 years in the industry, but if you can't take what you know and make someone else understand it—in print, on stage, in a treatment room—then that knowledge stops with you."Connect with Amanda & Dermascope:Amanda’s IG: https://www.instagram.com/imamandamiller?igsi=NXR5eXN4c25wc29kDermascope's Website: https://www.dermascope.com/Dermascope’s IG: https://www.instagram.com/dermascope?igsi=cGdjNXpieXJvcnV1

Cameron Hemphill is back for another round—and this time, he's coming at you from the other side of an exit.Most people in this industry know Cameron as the founder of Growth99, the marketing and CRM platform that he bootstrapped to over 1,000 aesthetic practices before successfully exiting in 2024. What happens after you build something like that, hand it off, and try to sit still for two weeks? You start looking under the hood of other people's businesses and realizing the same gap exists everywhere: practices that are doing well, that have brand equity, that have loyal patients—and that are leaving enormous amounts of money on the table because nobody is running the business like a business.That's the thesis Cameron has been living for the past 48 weeks. He took on one practice owner after his exit—not to run campaigns, but to sit at the data, build command centers, engineer compensation models, rethink marketing ratios, and do what he calls "operator work." The result: her revenue has nearly doubled. Not by adding locations. Not by buying a new laser. By fixing the operational gaps that were invisible because nobody had the time to look for them.This episode is part post-exit debrief, part business school, and part honest conversation about why the million-dollar plateau exists, what delayed gratification actually requires, and why AI is simultaneously overhyped and underutilized in the same breath.What You'll Learn:• The operator gap: Why every aesthetic practice above a certain size desperately needs someone whose only job is to sit at the data, look at the math, and make decisions based on what the numbers actually say—not what it feels like is happening• The math behind the ceiling: What Cameron found when he looked under the hood of that first post-exit client—marketing-to-revenue ratio off, average ticket below benchmark, RPH below threshold, utilization too low—and how tweaking those numbers without changing anything else doubled revenue in under a year• Marketing vs. operational problems: Why most practices think they have a marketing problem when they actually have an operational revenue leak—and how to tell the difference before spending another dollar on ads• The million-dollar plateau: Why the $100K/month mark is where practices stall, what's happening psychologically and operationally when they hit that ceiling, and why cracking through it requires delayed gratification most providers aren't willing to practice• Post-patient automation as a retention engine: Why the follow-up after the visit is where most practices completely fall apart, how building service-specific post-treatment funnels drives measurable lifts in rebooking rates, and why asking for the next appointment is the simplest thing nobody does• CRM as operating system, not email tool: Why a CRM is no longer optional, how the pre-booking funnel and post-patient follow-up should connect seamlessly to your EMR, and why the leads that sit in a spreadsheet while the front desk is busy are the most expensive leads you'll ever acquire• The ICP problem: Why practices that try to serve everyone serve no one, why it's okay to say no and refer out patients who don't fit your modelQuoteworthy Moments:"Patients can smell bullshit. You have to be honest with them, tried and true to who you are, and put them on a real journey. Give me the treatment plan. Give me the protocol. Give me the roadmap. I don't want to make that decision myself—I make enough decisions all day long.""It's not just tracking metrics—it's knowing what the metrics mean against a benchmark. Feeling busy means nothing. Feeling like you're growing means nothing. Show me the utilization rate."What Cameron Is Working On:Medical Millionaire Podcast: https://podcasts.apple.com/us/podcast/medical-millionaire-podcast/id1549585189LinkedIn: https://www.linkedin.com/in/cameronhemphill/Website: https://cameronhemphill.com

Some guests you schedule because they're timely. Some you schedule because they're iconic. Terri Ross falls firmly in the second category!Terri Ross is the founder of Terri Ross Consulting, co-creator of the 4S Summit, former managing partner of a Beverly Hills med spa she scaled and sold to SkinSpirit, and one of the most respected voices in aesthetic business consulting in the country. She's worked with over 2,000 practices, launched industry accreditation frameworks, consulted for PE-backed groups, and helped practice owners add hundreds of thousands (sometimes millions) of dollars to their bottom line.This conversation is equal parts business school and tough love. Terri doesn't sugarcoat. She doesn't celebrate mediocrity. And she is not here for burying your head in the sand when things get tough. What she is here for is helping practice owners finally bridge the gap between clinical excellence and business excellence.What You'll Learn:• Clinical craft alone is not enough: Why being a great injector or surgeon used to be sufficient and why it categorically isn't in today's commoditized, hyper-competitive landscape and what you have to build instead• The pillars that determine practice health: The consistent gaps Terri finds in every practice audit, from P&L mapping and pricing strategy to compensation models, profit margins, and sales capability, regardless of whether the practice has been open one year or thirty• Revenue per hour as a non-negotiable KPI: Why providers who don't know their RPH can't set meaningful goals, can't identify inefficiency, and can't make informed decisions about how they spend their time• The retention crisis hiding in plain sight: Why 52% of aesthetic patients don't come back, and why chasing new leads while ignoring that number is the most expensive mistake a practice can make• Gross margins and pricing strategy: Why you must know your gross profit before you run a single promotion or you may be actively losing money on your best-selling service• The 45% follow-up gap: Almost half of all aesthetic patients are never followed up with after their appointment, and what that silence costs in lifetime value, referrals, and rebooking rates that compound quietly over years• Why compensation models break practices: The single most common structural mistake Terri finds and how wrong commission structures incentivize the wrong behaviors, and why fixing it changes everything downstream• The consultation is emotional, the money is logic: How to stop leading with procedures and start listening for the emotional driver behind every visit, and why the providers who master that skill consistently outperform those who don't, regardless of clinical skill level• Treating your business like you're going to sell it: Why P&L clarity and team culture are the two things any buyer, PE or otherwise, will look at first, and why "someone will buy my business eventually" without both is a fantasy• The Private Equity effect: Why PE firms are brilliant at business infrastructure but don't always understand what makes an aesthetic practice unique: an irreplaceable patient experienceQuoteworthy Moments:"Hope is not a winning strategy in this industry. We're just hoping they rebook, hoping they convert, hoping they tell their friends. Come on. Stop hoping and start building the system.""Treat your business like you're going to sell it from day one. Clean books. Strong culture. If those two things aren't there, there's no business to sell—no matter what the top line looks like."Connect with Terri:Terri Ross Consulting: Website: https://terrirossconsulting.comInstagram: https://www.instagram.com/terrirossconsulting/4S Summit: Website: https://4ssummit.com/Instagram: https://www.instagram.com/the4ssummit/QuadA Accreditation: https://www.quada.org/medspa

Five years ago, Dr. Steven Sorr was our first guest on Episode #1 of For The Record. In episode 128, he's back, and a lot has changed. He's built out a full training facility, gone deep on AI in the practice, become one of the loudest voices in the industry calling for scientific rigor in a space overflowing with hype, and establishing himself as a trusted voice in the move to regenerative and functional medicine. Dr. Sorr is the founder of Source of Health in Scottsdale, Arizona, a naturopathic medical doctor with two decades of experience at the intersection of functional medicine, regenerative aesthetics, and integrative wellness. He's also one of the few people in this industry willing to say out loud what most are thinking quietly: that the peptide boom is moving way faster than the science, that blending products in ways that have never been studied could create problems nobody wants to talk about, and that a lot of what's being marketed as medicine is, at best, confirmation bias dressed up in a lab coat.This episode is steaming cup of hot tea!What You'll Learn:• The wellness-aesthetics intersection in practice: How Dr. Sorr runs a genuinely integrated clinic where the face is a diagnostic dashboard—and what he sees in a patient's skin, tissue, and posture before he ever picks up a syringe• The hierarchy of evidence: Why anecdata ("I tried it and I feel better") carries zero weight in medicine, what a p-value of less than 0.05 actually means, and why the absence of a randomized controlled trial isn't a technicality—it's the whole ballgame• The peptide reality check: Which peptides are actually FDA-approved, why peptide fragments are not the same as the peptides that were studied, and why July's regulatory nods open a door to more research—not a green light to prescribe everything online• The GLP-1 responsibility gap: Why prescribing a weight loss drug without addressing sleep, nutrition, strength training, and metabolic health is careless, and what a complete protocol actually looks like• Blending products that were never studied together: The glitter-in-slime analogy that explains why mixing biostimulators, HA, and growth factors in ways that have never been clinically tested creates problems that are very hard to undo, and why no company will fund those combinatory trials• Ultrasound as the new standard of care: Why Dr. Sorr argues that less than 5% of injectors worldwide have imaging capability, why that matters for every injection you do, and why asking patients if they'd want ultrasound in the room before a needle touches their face gets a 100% yes every time• The consultation as the treatment: How Dr. Sorr uses 3D photography to remove bias, walk patients through the facial aging process at the skeletal level, and build long-term treatment plans that don't involve selling syringes or units• Blood work before everything: Why no peptide, GLP-1, hormone, or regenerative protocol should begin without baseline labs, and why monitoring doesn't end at the prescription pad• Foundations—the pre-treatment nutraceutical: Dr. Sorr's formulated, clinically trialed product designed to prime the body for biostimulatory procedures and lasers—with a study showing significant reductions in photodamage and improvements in tissue hydration at 60 daysQuoteworthy Moments:"Never attribute to malice what could otherwise be explained by ignorance. A lot of injectors aren't doing things wrong on purpose. They just don't know what they don't know. That's why training matters.""Facts over feelings. Use your technology for diagnostics. Measure the befores. Quantify and qualify your afters. 'I feel better so therefore it works' is not data. That's anecdata."Connect with Dr. SorrInstagram: https://www.instagram.com/drstevensorr/ and https://www.instagram.com/sourceofhealth/Tiktok: https://www.tiktok.com/@drstevensorrUltrawell Academy: https://ultrawellacademy.mykajabi.com/foundations-of-functional-medicine

Who knew reading a balance sheet is as important as reading a chart? But, if you own a practice and you're not looking at your numbers, you're flying blind, and it's costing you more than you think. In this episode, Dr. Tiphany sits down with Brett Arnold, CPA, MAcc, President of Luca Financial, for the kind of financial conversation that should happen in every practice owner's first year of business but almost never does.Brett brings something rare to the table: a background in large multinational corporations combined with a genuine passion for helping small business owners understand the money side of what they've built. He's not here to scare you with jargon or lecture you about spreadsheets. He's here to make the numbers make sense, and to show you that understanding your financials isn't a burden. It's the thing that sets you free.If you've ever looked at a busy month and wondered where all the money went, this one's for you.What You'll Learn:• Revenue is vanity, profit is sanity: Why practices that are "killing it" on top-line revenue can still be bleeding money, and how to identify exactly where the leak is before it becomes a crisis.• Tax strategy is year-round, not April chaos: Why meeting with your CPA only at tax time is a guaranteed way to pay more than you should, and what a five-meeting-per-year cadence looks like when it's done right• The Augusta Strategy: How renting your home to your business for board retreats and meetings is a perfectly legal way to shift income and reduce your tax burden, and why most practice owners have never heard of it• Kids on payroll: Why employing your children (legally and properly) can save roughly $9,000 in taxes annually, and what you need to do to make sure it's set up correctly• Depreciation as a tax weapon: Why every piece of equipment you've purchased that isn't on your tax return as a depreciating asset is money you've already spent that you're not getting credit for• Debt is not the enemy: How to think about borrowing money the way a CFO does, breaking a $100,000 equipment purchase into monthly payments, factoring in the 20% tax savings, and understanding that your net cost is almost never the sticker price• The 13-week cash flow dashboard: The proprietary tool Luca Financial built to give practice owners a rolling 13-week view of what's actually in their accounts, and why this is the number that matters, not the bank balance• Profit First for the big spenders: Why separating your operational cash across multiple accounts, ideally at different banking institutions, is one of the simplest and most effective ways to build financial discipline into your daily routine• AI in financial management: How to use Claude and AI tools to analyze your P&L between advisor meetings, spot patterns in your spending, and come to your next CPA appointment with better questions• When to exit and how to prepare: Why "someone will buy my business" is not a retirement plan, what PE firms are looking at when they do due diligence, and why having clean, organized financials can meaningfully change your valuation multipleQuoteworthy Moments:"Looking at your numbers can be stressful. But once you truly understand the overall picture, it's no longer stress-inducing. What it does is empower you to make decisions—rather than just hoping that one more facelift will cover the bill.""Don't tell me you have a retirement plan that says 'someone will buy my business.' What if nobody buys it? Let's have a conversation about that now, not five years from now when you're ready to exit."Connect with Brett & Luca Financial:Website: https://www.luca-fs.com/Schedule a Discovery Call: https://calendly.com/jenglish-lucawealth/luca-intro-discovery-tax-planning-zoom-call-clone?back=1&month=2026-07Follow on Instagram: https://www.instagram.com/lucafinancial/

If you've ever handed your marketing budget to an agency and wondered where it went, this episode is your wake-up call. Dr. Tiphany sits down with Rick Diaz, CEO and founder of Tier3 Media, a growth partner that works exclusively in the aesthetics space and does things in a way that most agencies won't: they teach their clients exactly what they're doing and why. No hostage situations. No vanity metrics. No 30-leads-in-30-days promises that lead nowhere.This episode goes deep on the full patient journey—from the first click to the five-star review—and the frameworks Rick has built to help practices own every step of it. His concept of upsharing alone is worth the listen: a simple but psychologically powerful approach to consultation that eliminates the "icky" feeling of selling and replaces it with something that actually builds trust and drives revenue.What You'll Learn:• Marketing as philosophy, not activity: Why most practices treat marketing as a line item on the P&L instead of a growth engine—and the mindset shift that changes everything about how you invest in it• The DECIDED framework: Rick's end-to-end system covering Discover, Educate, Compare, Initiate, Decide, Evaluate, and Defend—and why most agencies only focus on the first three while the real money lives in the rest• The rule of three and the five-minute window: Why calling a lead once is the same as not calling at all, why MIT research shows lead conversion drops by 1,000% after five minutes, and how Tier3 solves this for practices by booking directly into LeadAR on the client's behalf• Upsharing vs. upselling: The concept that's helping practices go from $300 average visits to $600, $900, and beyond—not by pushing harder, but by creating the conditions for patients to share what's emotionally driving them to be there in the first place• Patients leave with a feeling, not just a service: Why a technically perfect treatment can still lose a patient forever if the experience makes them feel like a transaction—and the four A's framework (Advise, Accommodate, Advance, Assure) that keeps them coming back• Revenue per visit over revenue per hour: Why the industry's obsession with hourly billing misses the bigger picture, what AmSpa's benchmark data says about healthy visit revenue, and how upsharing consistently pushes practices above the threshold• Devices are to scale, treatments are to sell: Rick's framework for evaluating device investments, why practices that brand themselves around a single device hand their marketing spend to the manufacturer instead of themselves, and how protocol marketing creates a proprietary differentiator that no competitor can replicate• The agency accountability checklist: What to ask before signing with any agency, why specialization in aesthetics matters more than general marketing chops, and the red flags that signal you're about to become a revolving door client• AI as efficiency, humans as differentiator: Why AI will eventually become table stakes for every practice, what will actually set practices apart when that happens, and why the boomerang back to human connection is already startingQuoteworthy Moments:"People leave not just with a service. They leave with a feeling. If that feeling is bad—even if they got a good result—that's what they'll remember two weeks later.""Treatments are to sell, and devices are to scale. If the marketing your practice is getting from a device company. it is only building their brand equity and not yours. It's kind of a bait and switch."Connect with Rick & Tier3 Media:Website: tierthreemedia.comEmail: [email protected]: https://www.instagram.com/tier3media/

If you've ever stared at your Instagram feed wondering whether any of it is actually working or found yourself doing a trending dance you hate just because everyone else is, this episode is for you. Dr. Tiphany sits down with two of the most sought-after social media strategists in the aesthetics space: Mary Robb, CEO of Social Practice, and Lauren Taylor DeJohn, CEO of The Limited Agency. Together, they pull back the curtain on what actually moves the needle for aesthetic practices online, and what's just noise.Between them, Mary and Lauren have worked with hundreds of providers across the country, built thriving agencies entirely within the aesthetics niche, and watched the social media landscape transform from a follower-chasing game into something far more nuanced, and far more powerful when done right. This conversation is part strategy session, part reality check, and part permission slip to stop doing things that don't work.What You'll Learn:• Personal brand vs. clinic page: Why these are two completely separate engines that do different things, why you don't necessarily need both, and how to know which one to prioritize based on where you want your business to go• The influencer pressure trap: Why not every practitioner needs to be an influencer, why chasing follower counts is the wrong goal, and what actually matters more than how many people follow you• Followers vs. views: Why follower count has become one of the most overrated metrics in social media, what KPIs actually matter right now, and why 2,000 truly engaged local followers will outperform 20,000 passive ones every time• The messy middle: The multi-touch journey a potential patient takes between discovering you and booking an appointment, and why having as many digital touchpoints as possible along that path is more important than any single viral post• TikTok- the real conversation: Why TikTok is a powerful discovery and personal branding tool but may not be the patient acquisition engine for every practice, who it works best for, and why consistency is non-negotiable if you're going to use it at all.• Influencer partnerships done right: How to vet a micro-influencer, why a 12-month minimum commitment and a proper contract are non-negotiables, the importance of a non-compete clause, and where these partnerships most commonly fall apart• Content days that actually work: How both agencies plan and execute on-site content days (down to the hour) so practices walk away with six months of content from two days of filming, and why showing up without a plan is the biggest waste of everyone's time• AI as a creative partner, not a ghostwriter: How to use Claude and ChatGPT for ideation without sounding robotic, why uploading your voice as a prompt changes everything, the Whisper Flow hack for capturing your ideas in your own words, and what AI should never be allowed to replace• Building your brand before you build your feed: Why getting crystal clear on your mission, values, target patient, and content pillars before posting a single thing will save you from a painful rebrand down the roadQuoteworthy Moments:"My hot take is that not every practitioner needs to be an influencer. People feel like they aren't going to have a successful business if they don't have 40,000 followers. But I don't think it's a necessary evil. A loyal, truly engaged community of 2,000 people? That's 2,000 patients who love you. You've struck absolute gold." — Lauren"The more that you show up, show your culture, and show what you're up to, you're going to attract your people—patients and employees. That's how we get most of our employees at Social Practice." — MaryConnect with Our Guests:Mary: Social Practice Instagram & TikTok: @socialpracticeusWebsite: social-practicetx.comLT: The Limited Agency Instagram & TikTok: @thelimitedagencyWebsite: thelimitedagency.coPersonal: @laurentaylordejohnBoth will be at Aesthetic Next — come say hi!

Before there were training programs, before social media, before injections were mainstream—there was Erin Alonso, staring at an empty-looking bottle of botulinum toxin in a dermatologist's office, trying to figure out what to do with it. That was 1996. Thirty years later, she's the founder of DermFX, a six-location powerhouse stretching across Orange County and Los Angeles, a national trainer for Galderma, Allergan, Revance, Suneva and Merz, and one of the early pioneers of the aesthetic specialty. Erin's story doesn't start with a business plan or a mentor with a playbook. What she built from an unlikely beginning—patiently, stubbornly, with almost no money and zero business training—is a testament to what happens when genuine passion for people meets an absolute refusal to quit.She bought her first location with the help of an SBA loan, and Derm FX's mothership and is still going strong 25 years later. In the years since, she’s added 5 more locations, a 40-foot Botox Express RV, a committed team of practitioners and a loyal following of patients. Erin has spent three decades proving that accessibility, care, and community are the competitive advantages that actually last.What You'll Learn:• Building from nothing: What it took to go from injecting people in parking lots to securing an SBA loan, convincing a curmudgeon landlord to rent her a space week-to-week, and eventually purchasing the building on PCH that still serves as Derm FX's flagship location 25 years later• Aesthetics for everyone: Why Erin has spent 30 years fighting to keep treatments affordable and accessible—pricing Botox by the area instead of the unit, staying open seven days a week, and building a practice model designed around the schedules of working moms and budgets of all sizes. • The philosophy that scales: How Derm FX's culture—rooted in the simple principle of "what would I want done for myself?"—has stayed intact across six locations, and the dangers of bringing outside consultants into your practice. • Hiring for care, not credentials: Why Erin's single non-negotiable for any injector or staff member is genuine care for people—and why she'd rather have someone who's emotionally all-in and technically coachable than a skilled practitioner who's doing it for the wrong reasons• Training the Derm FX way: How Erin built an internal training ecosystem where new injectors learn from senior nurses who have been there 10 to 20 years, why she's never put a timer on readiness, and why she still shares her own mistakes on the team chat—on purpose• Scaling without losing the soul: How every Derm FX location runs with a head clinical nurse or NP and a manager who has earned their way up through the ranks—people who know what "Erin would say" without having to ask• The Botox Express: The story behind the 40-foot mobile clinic RV that has shown up at the Grand Prix, kept patients served when a Dana Point clinic burned down, and turns every neighborhood it rolls into into something that feels a lot like the ice cream truck• Charting as protection: Why meticulous documentation—especially around budget conversations—is the difference between a patient dispute that costs you a free syringe and one that costs you your reputationQuoteworthy Moments:"My biggest mistake was going against my gut and hiring experts who were experts in something—just not esthetics. It created people quitting and crying, and patients going, 'This isn't the same place.' That's a stab in my soul.""Do you actually care? Because if you don't care, there's no room for you here. Care before you think about making money. Care before you think about being the next diva on Instagram. Care first."Connect with Erin & DermFX:Website: Dermfx.comInstagram:DermFX: https://www.instagram.com/dermfx/DermFX Podcast: https://www.instagram.com/dermfxpod/

In one of the most technically rich conversations of Season #7, Tiphany sits down with Jen Pilotte, MSN, AGACNP-C, CANS—co-founder of CULT Aesthetic Clinics and CULT Conferences, national trainer for Allergan, Revance, and Galderma, and one of the most respected injectors in Dallas. With 15 years in aesthetics and a philosophy rooted in ethics and expertise, Jen has built something rare: a brand that is simultaneously luxurious and deeply scientific, intimate and widely influential.Jen's story isn't a straight line. She treated her first five years like a residency, never stopped training, survived a forced clinic restart that she and co-founder Allie McAllister, NP-C, DCNP turned into their signature brand. Together they’ve grown CULT into a multi-location presence with a third clinic opening in Phoenix. Along the way, Jen’s helped bring the use of point-of-care ultrasound in aesthetics to the forefront, built a virtual consultation model that vets leads before they ever walk in the door, and co-created a conference that is so intentionally curated, so intimate, and so consistently sold out that you have to fill out an application just to attend.Her secret? Doing things the slow way—the right way.What You'll Learn:• The ethics-first approach to building a following: Why technical excellence and doing right by patients—not ad spend, influencer deals, or social media tactics—is the real engine behind CULT's success and reputation in Dallas• Point-of-care ultrasound (POCUS): Why Jen is one of the most vocal advocates for ultrasound in aesthetics, what it reveals about filler behavior that nothing else can, how to get started, and why the practitioners using it are seeing things everyone else is missing• The virtual consultation model: How Jen built an intake process using HIPAA-compliant forms, MD codes, and patient preference data to deliver full virtual treatment plans before a patient ever steps foot in the clinic.• Selling outcomes, not syringes: Why CULT doesn't sell by the unit or the syringe, how they build treatment plans around the science of how faces age, and why giving a patient a plan they need to save for is better than pressuring them into something they aren't ready for• Complication management as a differentiator: Why informed consent is the most underrated skill in the industry, why owning imperfect outcomes builds more patient loyalty than pretending they don't happen. • Integrating wellness the right way: How CULT is implementing hormone replacement therapy and functional wellness into their offering.• The co-founder relationship: What makes the CULT partnership with Allie McAllister work, the non-negotiables for any business partnership, and why shared values matter more than complementary skill setsQuoteworthy Moments:"Ethics. You have to do things the slow way, the right way. Training was number one. If you don't know what you're doing, why you're doing it, what the real target is, you're going to make the wrong decision for a patient. And if you make the wrong decision, you don't get a win—and that patient doesn't come back.""I tell my patients up front: I'm here to manage your filler from start to finish. If something ever happens, I'm here to fix it. Informed consent isn't just a form—it's an ethical duty. If you want to be an innovative practitioner, you have to be really good at it."About CULT Conference:All 2026 conferences are currently sold out. Get on the list now for 2027—an all-inclusive, application-only experience where Jen and Allie personally curate every speaker and every topic based on gaps they see in the industry. No industry attendance in the lectures. Small group. High trust. High impact. https://www.cultaesthetics.co/aesthetic-conferences/Connect with Jen Pilotte:Instagram: Jen’s Instagram: https://www.instagram.com/theplasticnp/CULT Conference: https://www.instagram.com/cultconference/CULT Aesthetic Clinics: https://www.instagram.com/cultclinics/

If you've ever wondered what it looks like to build a true brand in aesthetics—not just a practice, but a philosophy, a culture, a skincare line, and a training academy all rooted in the same north star? This episode is your answer.Racquel Frisella, MSN, APRN, AGPCNP-BC joins Dr. Tiphany for a conversation that is equal parts inspiration and instruction, covering everything from the art of the consultation to launching a patent-pending skincare line while raising three kids alongside a fellow entrepreneur husband.Racquel's journey started in 2008 and she now leads a team of over 30 people across two locations in St. Louis, a growing wellness program, a 30-product skincare brand with two patent-pending formulations, and the RA Way Training Academy.The throughline connecting all of it? An unwavering commitment to education, natural results, and making every patient feel seen, safe, and genuinely cared for.What You'll Learn:• Why she named the practice after herself: How a decade of building a personal brand around a specific aesthetic philosophy led to her most powerful differentiator: the "Racquel Experience" • The patient experience playbook: The specific, low-cost touchpoints that create a luxury feel—from warm greetings and stocked beverage coolers to acupuncture balls, Amazon fans, branded umbrellas, and next-day check-in texts—and why human connection will always outperform expensive amenities• The art of the consultation: Why Racquel considers the first 30 minutes the hardest and most important part of the appointment, and why giving patients "permission" to be there is a powerful and often overlooked part of the process• The Year-at-a-Glance treatment plan: How building a full annual roadmap for every patient—covering injectables, lasers, skincare, and wellness—creates loyalty, increases lifetime value, and naturally opens the door for cross-promotion across every provider in the practice• Integrating wellness the right way: Why Racquel insists on starting wellness patients with a full blood panel before prescribing anything, how she's building out a dedicated wellness vertical with its own director, and why she believes practices that don't integrate regenerative and functional medicine will eventually be left behind• The skincare line origin story: How a post-pregnancy battle with melasma lit a fire under Racquel that led to two years of chemist collaboration, clinical trials, 30 skus, and two patent-pending formulations—and why she almost quit multiple times before the launch• Skincare as a practice growth tool: Why every injector and laser specialist should be recommending medical-grade skincare, how Racquel's patients now walk in just to pick up products between appointments, and why the revenue is leaving your practice either way• Scaling culture across a growing team: Monthly all-hands meetings, continuous reinforcement of mission and core values, and the leadership principle that if someone isn't going to rise to the standard, they're probably not going to last—and that's okayQuoteworthy Moments:"I can almost feel them exhale after I say it. The goal here is to help you step out into the world feeling like your most confident self. I know firsthand that when I feel put together, I'm a way better mom, wife, I can show up better for everybody. So I'm kind of giving them permission to be here—and reminding them that they deserve this.""The minute you think you've made it is when you're over. I'm always thinking, “We could go out of business tomorrow.” That's the best mindset, because you're constantly asking what we can do better."Connect with Racquel:Racquel’s Instagram: https://www.instagram.com/racquelfrisella/Racquel Aesthetics Instagram: https://www.instagram.com/racquel_aesthetics/RFA Skincare: https://www.instagram.com/rfaskincare/RA Way Training Academy: https://racquelaesthetics.com/pages/ra-way-training-academy

Season #7 of For The Record kicks off with a powerhouse conversation. Kara McClanahan, Founder, CEO and Executive Business Consultant at Aesthetic Practice Partners, VP of Operations at Genesis Lifestyle Medicine, and one of the most respected operational minds in the industry, joins Tiphany for a wide-ranging discussion on what it really takes to build a thriving aesthetic practice from the inside out.Kara's path is as unconventional as it is inspiring. She started 30 years ago with an esthetician license she didn't initially want (she wanted to be a hairdresser), climbed every rung of the practice ladder from front desk to VP of Operations, helped scale a wellness group from 6 to 60 locations before a private equity exit, and eventually turned her hard-won knowledge into a consulting practice that's helped hundreds of practice owners across the country. This episode is essential listening for anyone who has ever felt like they're drowning in the day-to-day of running a practice while wondering why the business isn't growing the way it should. Kara doesn't sugarcoat it: most practice owners are their own biggest bottleneck. But she also has a clear, practical roadmap for getting out of your own way.What You'll Learn:• The real staffing challenge: Why finding the right people remains the industry's most persistent challenge—and why Kara would rather hire a passionate, coachable new injector than someone with a massive rolodex (backed by actual data showing that fewer than 15% of a provider's patients follow them to a new practice)• Compliance as a daily habit: How Genesis Lifestyle Medicine builds compliance into the fabric of every single workday across 21 locations—and why making it part of your daily routine protects every license in the building• Passion drives performance: The hiring philosophy that prioritizes passion and work ethic over skill set, and why you can teach someone to answer the phone but you can't teach them integrity• The patient journey is everything: Why every touchpoint matters—from the first phone call to checkout—and how the Disney experience translates directly to the med spa experience• You are the bottleneck: The uncomfortable truth that most practice owners are simultaneously the reason their business can't grow and the only person who can fix it—and how a staffing assessment reveals what tasks are stealing your time and revenue• Retention over acquisition: Why practices continue to pour money into lead generation while ignoring the higher-spend, higher-trust, higher-referral patients already in their system—and what to do instead• Core values that actually work: How to move core values off the wall and into the daily operating rhythm of your practice, including tying them directly to KPIs and incentive plans• Compensation done right: Why ChatGPT-ing average injector salaries in your state is not a compensation strategy, and how to build incentive plans that reward the behaviors that are tied to your operational goalsQuoteworthy Moments:"How do you feel at the end of the day? That is the most honestmeasurement of how you're managing your business and your workload. And when they're doing everything, the answer is never 'I feel fantastic.'""Don't hire a consultant if you don't have someone in the practice who can execute. And for God's sake, don't waste a consultant's time if you're just paying to hear advice you're not going to implement."About Aesthetic Practice Partners:Kara's consulting firm takes a deeply immersive approach to practice transformation. It starts with a 90-minute discovery call, followed by a mandatory two-day on-site practice assessment that covers financials, operations, marketing, pricing, staffing, and the patient experience end-to-end. Every engagement ends with a 30-60-90 day roadmap—whether you engage APP for ongoing consulting or not. Where to Find Kara:Instagram: @kara_mcclaanahan_ @aestheticpracticepartnersWebsite: aestheticpracticepartners.com

In this bonus episode of For The Record, CEO and Founder, Neal Karski, joins Tiphany to break down what's actually broken in aesthetic marketing—and how to fix it. Neal is the founder of Patient Engine, a results-driven growth platform that's worked with over 1,000 practices, and he practices what he preaches as the owner and operator of Iconic Spa, a boutique body sculpting chain scaling from three to eventually 50 locations using the exact same systems his clients implement.This conversation cuts through the noise of vanity metrics, fake promises, and the traditional agency model that's left countless practice owners burned out and broke. Instead, Neal offers a refreshingly honest roadmap: set realistic expectations, invest in the right people, understand your numbers, and sell high-ticket treatment plans that actually get clients results.What You'll Learn:• Why "agency" is a dirty word: The difference between traditional marketing agencies (all vanity metrics, padded numbers, no results) and a true growth partnership model that tracks actual appointments booked, close rates, and ROI• The reality of ad spend: Why there are no overnight miracles in marketing, what realistic cost-per-acquisition looks like today, and why practices need to budget $5-10K monthly minimum if they want to make $50K more per month• Offers that actually convert: Which services move the needle (toxins seasonally, body sculpting in summer), why complex offers fall flat on social media, and how to structure entry-level offers that create partnership opportunities, not one-off transactions• The sales framework: Five non-negotiable components—mindset, consultation design, pricing strategy, objection handling, and closing—that transform hesitant consultants into confident closers of $4-6K (and sometimes $10K+) treatment plans• Mindset over everything: Why practices sabotage themselves by "shopping out of their own wallet," and how coaches convince teams that selling premium plans isn't greed—it's patient care• High-ticket treatment plans as ROI multipliers: How selling one $6,000 package instead of multiple $500 treatments dramatically improves your ad spend efficiency and practice profitability• Retention as the profit engine: Why keeping existing patients and increasing their lifetime value is exponentially more profitable than chasing new leads constantly, and how to structure long-term treatment plans that create ongoing commitment• Staffing for scale: The importance of hiring people who are incentivized, coachable, and take ownership—because ads mean nothing if your team can't closeQuoteworthy Moment:"You're doing yourself a disservice and your client a disservice if you're not selling them the best treatment plan that's going to get them results. Don't count their money—solve their problems."Who Should Listen:If you're a practice owner staring at a Meta or Google ad budget wondering why you're not seeing results, a manager frustrated that leads aren't converting, a solo practitioner thinking about scaling, or an established med spa owner wanting to systematize your sales process—this episode is essential listening. Neal's honesty about what actually works (and what doesn't) cuts through industry hype and delivers a playbook you can implement immediately.The biggest takeaway? Marketing and sales are inseparable. You can run perfect ads to a brick wall if your team doesn't know how to close. Invest in both, set realistic expectations, and watch your practice transform from lead-chasing chaos into a predictable, profitable machine.Connect with Neil:Instagram: @nealkarskiPatient Engine: patientengine.coAesthetic Millionaires Podcast: New episodes every Wednesday on YouTube and Spotify Iconic Spa: iconicspa.com

For the Season 6 finale, we sit down with the dynamic Dallas duo behind Lemmon Avenue Plastic Surgery & Laser Center: Cary Deuber, RN, CRNFA, CANS, co-founder, aesthetic injector and medical spa director, and Dr. Mark Deuber, co-founder and board-certified plastic surgeon. What follows is a fast-paced, funny, brutally honest conversation about running a business with your spouse, building a multi-location practice, staying on the cutting edge, and navigating an industry where perfect is often the enemy of real.Building a Marriage, a Practice, and a Fulfilled LifeCary and Dr. Deuber have spent decades shaping Lemmon Avenue into a full-spectrum aesthetic destination with nearly 30 employees across Dallas and Frisco. Their partnership thrives on division of labor: Dr. Deuber handles finances, surgical practice, and surgery center (and the cooking!) while Cary oversees the people, the culture, and the medical spa. The option to travel or take time away as a family without the practice falling apart didn’t come from luck—it came from intentionally hiring and developing people who could be trusted with their patients, their brand, and their business.What Keeps the Deuber Machine Running:• A team empowered to make decisions without constant oversight• Clear roles between the two of them - they can swim faster in their own lane!• A strong focus on business operations and creating systems that don’t require Cary or Dr. Deuber to function day-to-dayWhy Their Full-Spectrum Model Protects PatientsThe Deubers have built a destination practice for the aesthetic patient. With surgery, injectables, lasers, and skincare unified under one roof, patients can get what they actually need—no more, no less, and no need to leave Lemmon Avenue for their full treatment plan. They don’t rush to offer the latest trends- instead, they focus on offering a robust list of vetted treatments that are safe, effective, and FDA approved (no gray area!)Their Treatment Philosophy:• Avoid “filler face” by diversifying modalities• Use biostimulators thoughtfully and correctly• Prioritize natural anatomy and natural resultsRewriting the Facelift NarrativeDr. Deuber is leading with innovation on the plastic surgery front with the re-envisioned deep-plane facelift. He shares more about his innovative technique that delivers the same great results but with dramatically reduced swelling, and recovery timelines that have patients returning to their day to day in under a week.From Reality TV to Real ProfessionalismCary shares her journey from Real Housewives of Dallas fame to respected aesthetic expert. While the TV spotlight brought a lot of positives, it also brought trolls, something she’s learned to ignore. Her response? She’s not trying to win them over —she’s here to be authentic, serve patients well, and keep her face as natural as her personality. Advice From the Deubers:• Authenticity outperforms perfection• Internet criticism rarely comes from people you’d take advice from• 4-day work weeks help you avoid burnout & stay focused with your time• Skill and integrity build reputation—TV doesn’tThe Deuber PhilosophyWhether you’re a new injector or scaling a multi-location practice, Cary and Dr. Deuber offer a refreshing message: stay authentic, stay educated, delegate wisely, and remember that natural, safe results never go out of style. Their balance of innovation, clinical excellence, family time and personal fulfillment offers a roadmap for anyone building a long-term future in aesthetics.Connect with The Deubers• Lemmon Avenue Plastic Surgery: https://www.lemmonavenueplasticsurgery.com/• Instagram: @Lemmonavenue, @CaryDeuber, @DrMarkDeuber,• Food & lifestyle: @Deubertable

Running a medical spa today means balancing artistry with accountability. In this powerful episode taken from a lunch keynote at Aesthetic Next, we unpack the high-stakes world of compliance, malpractice, and risk management with four industry leaders who’ve lived it from every angle — legal, financial, operational, and clinical. Whether you’re growing your med spa, preparing for sale, or simply trying to avoid costly mistakes, this conversation is your blueprint for protecting your practice and elevating your business value.Featuring:• Justin Marti, Founder & Lead Attorney, Marti Law Group• Ben Hernandez, Managing Partner & CEO, Skytale Group• Dr. Justin Harper, Founder of Juvly Aesthetics & CEO of Aesthetic Record• Brian King, Healthcare Practice Lead, Trucordia / ARAssurance• Tiphany Hall, PhD, Aesthetic Record | htttps://aestheticrecord.comThe Uncomfortable Truth About ComplianceCompliance isn’t optional—it’s the foundation of your practice’s value. As Dr. Harper explains, “If you haven’t been investigated yet, you probably will.” Investigations are no longer rare; they’re a byproduct of success. Regulators—often unfamiliar with their own evolving rules—are now watching aesthetics closely.Key Pitfalls:• Hiring attorneys unfamiliar with medical aesthetics.• Allowing regulators to overreach beyond the initial complaint.• Copying what others do on social media without knowing if it’s legal.Takeaway: Every chart, protocol, and delegation agreement is a legal document in disguise. If it’s not documented, it didn’t happen. And, when the Board Shows Up: Protocol Over PanicThe Regulatory Landscape Is TighteningJustin Marti sees the trend clearly: it’s not just medical and nursing boards anymore. Pharmacy boards, OSHA, and consumer protection agencies are all getting involved. Even your marketing can get you in trouble—especially if you make unsubstantiated claims about treatments or devices.The key is proactive transparency and evidence-based protocols. If regulators are uncertain, they default to caution. That means you must be more diligent than ever.Medical Direction: The Most Overlooked RiskAccording to Marti, too many “medical directors” exist only on paper. True oversight means routine meetings, documented delegation agreements, and defined procedures for when your medical director is unavailable.Compliance & Valuation: Two Sides of the Same CoinBen Hernandez takes it to the bottom line: every compliance gap is a discount on your practice valuation. Private equity buyers pay for clean books and de-risked operations, not chaos.What buyers look for:• Active provider licenses• Valid MSO/MSA structures• No outstanding lawsuits or board complaints• Documented oversight and chart complianceIf your $5M practice has regulatory red flags, expect the buyer to hold back cash—or walk.The Malpractice Myth: Paying for Coverage You Don’t NeedBrian King pulls back the curtain on malpractice insurance. Most med spas are stuck paying for coverage designed for surgeons or dermatologist doing more invasive procedures you don’t perform. You’re effectively subsidizing other specialties’ risk.Enter ARassurance:Built for medical aesthetics, it offers dedicated risk pools, relevant coverage, and responsive adaptation to new treatments. Lower cost, better protection, smarter alignment. If you are an Aesthetic Record client, you get exclusive access to this medical malpractice cost savings. Get an instant quote at https://trucordia.com/arassuranceFinal Thoughts: Compliance isn’t a bureaucratic chore—it’s the scaffolding that holds up your legal protection. Malpractice and compliance are inseparable. Neglect one, and you weaken both.Connect with the Panel• Justin Marti – Marti Law Group | https://www.martilawgroup.com/• Ben Hernandez – SkyTale | https://skytalegroup.com/• Dr. Justin Harper – Juvly Aesthetics | https://juvly.com• Brian King – Trucordia & ARassurance | https://trucordia.com/ARassurance

In this episode of For The Record, we sit down with Dana Herbertson, SFA, MEP-C, AEST, CLT, Owner of The Derm Lounge Med Spa in Dallas and a true force in the medical aesthetics industry. With nearly 30 years of experience, starting as a surgical first assistant in plastic surgery and evolving into one of Dallas's most sought-after injectors, Dana brings a unique surgical perspective to aesthetic medicine that sets her apart.Dana's journey from the operating room to entrepreneurship wasn't straightforward. After years of assisting in surgery and fighting for more time in the injection chair, she took the leap and opened her own 900-square-foot practice. Today, she operates a stunning 3,000-square-foot med spa alongside her children Aidan and Paige, who help run every aspect of the business.What makes Dana's practice thrive even as the industry faces a 17-20% downturn? It's her commitment to genuine relationships over transactions, her surgical-level precision in everything from threads to peptides, and her willingness to say "no" to filler more often than "yes." She's not running a factory—she's creating transformations that honor anatomy, safety, and the natural beauty of each patient.Throughout this conversation, Dana opens up about the realities of family business dynamics, the art and science of thread lifting (complete with sterile technique that would make any OR nurse proud), and her pioneering work with bio-regenerative medicine—from polynucleotides for skin rejuvenation to peptide protocols that are changing the menopause game for women everywhere.What You'll Learn:• The surgical advantage: How Dana's background as a surgical first assistant informs her approach to threads, anatomy, and sterile technique, and why cadaver courses are non-negotiable for providers doing threads• Family business dynamics: The benefits of working with your children, and how Aidan and Paige transformed Dana from overwhelmed solo practitioner to efficient CEO• Mastering threads: Why infection control is everything, the importance of multiple trainings (not just one).• The filler paradox: Why Dana now says "no" to filler more than "yes," and how bio-stimulators, threads, and regenerative treatments are creating better, more natural results than the heavy filler faces of years past• Peptides & menopause: Dana's game-changing insights on how GLP-1s and peptide protocols are revolutionizing menopause management.• The mesoneedling revolution: How Dana uses Toskani’s polynucleotide cocktails with precision needling techniques to wake up dormant cells and reverse skin aging at the cellular level• Hair restoration breakthroughs: The stunning results Dana's achieving with PDO smooth threads, PDRN hair cocktails, and consistent monthly treatments that rival hair transplant results.• Surviving economic downturns: Practical wisdom from someone who's weathered multiple market crashes, including why patient loyalty and authentic relationships matter more than ever when the industry is down 20%• Efficiency without sacrifice: How Dana uses headsets, multiple treatment rooms, and skilled assistants to scale her practice without turning it into a patient factory• What's next in bio-regenerative medicine: A sneak peek at NTCF and other European innovations Dana's watching that could be coming to the US market soonWhether you're a new injector looking to expand your skillset, a practice owner trying to scale efficiently, or simply curious about the cutting edge of regenerative aesthetics, Dana's insights offer a masterclass in combining surgical precision with entrepreneurial vision—all while keeping the patient experience at the heart of everything.Connect with Dana:Dana's IG: https://www.instagram.com/botoxbarbiedana/The Derm Lounge IG: https://www.instagram.com/thedermloungemedspa/The Derm Lounge Web: https://thedermlounge.com/For Training Opportunities: Contact The Derm Lounge directly to schedule hands-on training sessions

When repeat FTR guest, Katlin Cauffman, founder of Diamond Accelerator, sits down with Dr. Tiphany Hall live at Aesthetic Next 7.0, the message is clear: if you think only injectors drive revenue, you’re missing the mark.Katlin’s spent years turning aesthetic practices into profitable, well-oiled machines. In this episode, she shares exactly how high-performing teams hit their numbers—not by working harder, but by working smarter.From Front Desk to Injector: Everyone’s in SalesKatlin challenges one of the industry’s biggest misconceptions: that revenue starts and ends with injectors. In truth, every role contributes to the bottom line—from your MA to your front desk to your practice manager.Her advice? Define measurable KPIs for each role and start tracking them. Something as simple as monitoring rebooking rates can increase performance by 10% overnight. When teams align behind shared goals, practices routinely hit 75–80% rebooking rates—often enough to meet revenue targets without adding new patients.Revenue Per Hour: The New Success MetricIf there’s one number every practice should know, it’s revenue per hour. Katlin reveals that half of what affects this number has nothing to do with skill—it’s about systems, pricing, scheduling, and support. Sometimes, the path to higher profit isn’t more training—it’s better structure.The MA AdvantageAdding a medical assistant can be the fastest way to double injector revenue. When used strategically—with clear SOPs and shared expectations—an MA allows the injector to stay focused on patient interaction while the assistant handles prep, education, and room flow. The result: better utilization, smoother visits, and higher hourly output.But Katlin warns: “Hiring an MA isn’t magic—you have to give them a playbook.” Without structure, you just add cost. With it, you add capacity.Talk About Money (Like It’s Your Job)Too many providers shy away from financial discussions. Katlin calls that a missed opportunity.If you spend 30 minutes building trust with a patient, you shouldn’t hand off the pricing conversation to the front desk. Instead, lead the financing talk confidently—“this could be as low as $89 a month”—and watch conversion rates climb.Empowering providers to own the money conversation transforms consultations into closed treatment plans.Recruitment & Culture: Build the Team You WantKatlin and Tiphany also tackle recruiting and retention in a competitive market. Top injectors aren’t just chasing commission—they want culture, vision, and growth.Katlin recommends having a “Why Work Here” deck ready year-round so you’re always recruiting intentionally, not reactively. When the right person walks in, you’ll already be ready to hire.The Mindset That Changes EverythingAt the heart of Katlin’s philosophy is ownership. Growth doesn’t happen by accident—it’s built through intentional leadership, transparent tracking, and a team aligned behind the same metrics.Key Takeaways• Growth starts with ownership and mindset.• Every role drives revenue—define and track it.• Rebooking is a team sport, not a front desk task.• Hiring an MA can double revenue when structured properly.• Providers must own the financing conversation.• Revenue per hour is the clearest window into performance.• Build recruiting systems that attract culture-fit talent year-round.Free Resource: The Injector Profit PlaybookKatlin’s Injector Profit Playbook breaks down the 10 most common reasons injectors underperform—and most of them aren’t clinical. From poor scheduling to inefficient pricing models, the playbook gives practical, measurable ways to boost revenue per hour fast. It’s a must-listen companion for any growth-minded provider or owner.Get your FREE Injector Profit Playbook: https://grow.diamondaccelerator.com/injectorprofitConnect with Katlin:Web: https://diamondaccelerator.com/Instagram: https://www.instagram.com/katlincauffman/

When Jenny Hartley, ACNP, left her 18-year career in critical care to enter aesthetic medicine in 2019, she brought something most new injectors don't have: a Medical Director's mindset, emergency training instincts, and an unwavering commitment to doing things right. As the founder of Skin Synthesis in Seattle, she's become known as an expert in compliance and a skilled practitioner– a rare combination of clinical excellence and operational rigor that sets her practice apart in an increasingly crowded market.The Real Cost of ExcellenceStarting an aesthetic practice without working for an established clinic first meant Jenny had to invest heavily in her education – tens of thousands of dollars initially, and over $100,000 in the last year alone. Her philosophy? "If you're not going to be excellent, is it worth being at all?"Compliance as Competitive AdvantageJenny didn't just buy standard operating procedures off the shelf. She built hers from scratch, working with three different law firms specializing in employment law, aesthetic medicine, and contract work. This meticulous approach may mean she moves slower than competitors who cut corners, but it brings sustainability, safety, and peace of mind. The result is a practice that may not be the flashiest or trendiest, but it’s one that's built to last in a complex legal environment. Redefining the Good Faith ExamFor Jenny, the GFE isn't a checklist – it's a comprehensive history and physical that explores the whole patient. She asks about their career, family, hobbies, and stress levels to understand who they are and what they truly need. Key elements of her consultation approach:• Screen for body dysmorphic disorder (affecting 15-20% of aesthetic patients)• Ask about lifestyle factors that impact treatment longevity• Identify where patients hold stress physically• Create comprehensive one-year treatment plans with timeline and costs• Manage expectations based on individual circumstancesThis approach naturally leads to patients who return 8-14 times per year for comprehensive care, not just one-off treatments.The Vascular Occlusion Sim Lab: Training for EmergenciesDrawing on her critical care background, Jenny created a Vascular Occlusion Simulation Lab to address a massive industry gap: we don't train for emergencies. We might attend lectures and stock hyaluronidase, but we don't practice our response.What the sim lab includes:• Didactic education on VO physiology, presentation, stages, and vision loss• Multiple hands-on simulations (tissue necrosis and vision loss scenarios)• Team coordination and emergency response protocols• When and how to call 911 and work with local hospitals• Protocols, VO kit supply lists, and implementable policiesThe sim lab is offered quarterly in Seattle, and Jenny also travels to clinics or communities for an ideal group size of 5-6 participants. As the age-old expressions goes, if you're going to inject the poison, you need the antidote – and know exactly how to use it.The Reality of EntrepreneurshipJenny was remarkably candid about how difficult entrepreneurship actually is. The loneliness, the failure, the guilt, the 20-hour days without breaks.Her survival strategies:• Scale back and reprioritize when overwhelm sets in• Get back in the treatment room to reignite passion• Build a network of fellow practice owners and mentors who truly understandBuilding for the Long GameIn an industry obsessed with growth hacks and viral marketing, Jenny's message is refreshingly different: slow down, do the research, hold your line, and build something that will last. It's a harder path, but for those willing to walk it, doing things right is an invaluable advantage. Connect with Jenny:Instagram:- Jenny: https://www.instagram.com/jha.skinsynthesis/- Skin Synthesis: https://www.instagram.com/skinsynthesis/Skin Synthesis: https://skinsynthesis.com/For more info about the VO Sim Lab, email [email protected]

In this power-packed episode recorded live at Aesthetic Next, we sit down with Jourdan Eloriaga, CEO of Aesthetic Bosses, CMO of Natura and newly appointed VP of Prime IV. Jourdan isn't just talking theory—his clients are generating impressive numbers like $350K monthly using a strategic combination of Aesthetic Record, LeadAR, and a marketing philosophy that's equal parts aggressive and methodical.As both a marketing agency owner and medical spa executive, Jourdan bridges the gap between what sounds good on paper and what actually drives revenue. His approach is refreshingly direct: content, connections, and calls. No fluff, no excuses, just a proven system that doubles patient counts when implemented correctly.Throughout our conversation, Jourdan shares insights on the operational discipline required to turn leads into loyal patients. From making 8,000 outbound calls monthly to collecting 1,800 Google reviews, his team operates like a well-oiled machine. But here's what makes Jourdan's approach different—he doesn't rely on automation or AI as a crutch. Instead, he uses technology strategically while never losing sight of the human connection that drives emotional purchases in aesthetics.Key Insights & Strategies:• The "Buy, Die, or Unsubscribe" Philosophy: Jourdan's team operates on the principle that 80% of sales happen between the fifth and twelfth touchpoint. If you're only calling leads once or twice before giving up, you're essentially burning money on paid ads. The goal is to persistently follow up until prospects either convert, clearly decline, or unsubscribe from communications.• The Power of Intentional Calling: Natura makes approximately 8,000 outbound calls per month with a two-person system—one front desk person handling walk-ins and calls, one back-office person focused exclusively on pipeline management. • Content Trumps Targeting: While many practices obsess over audience targeting, Jourdan focuses on creating compelling content first. His reasoning? Meta's AI targeting is sophisticated enough to find the right people—but if your content is weak, you're just showing bad ads to more people. • The Google Review Advantage: By aggressively collecting reviews through QR codes in every treatment room, one of Jourdan's practices accumulated 1,800 Google reviews. When competing practices have 300 reviews, there's literally no competition, dramatically lowering cost per acquisition as prospects self-qualify based on social proof.• Strategic Service Selection for Ads: Not all services are created equal for paid advertising. Jourdan recommends promoting services that require minimal education, like toxin, fillers, or IV therapy, to keep cost per lead low and sales cycles short. • Weekly Staff Training is Non-Negotiable: Jourdan meets with his team weekly to review call recordings, discuss objections, and refine their approach. • Referrals Are Pure Profit: Every referral represents an increase in profit since there's no cost of acquisition. Building systems to generate and track referrals should be a priority for every practice.The Three Cs Framework for Growth:1. Content: Create authority-building material that educates and overcomes objections2. Connections: Build genuine relationships. AI is a tool, not a replacement for human touch3. Calls: Aggressive, consistent follow-up with proper training and scriptsWhether you're generating $50K or $500K monthly, Jourdan's strategies offer a roadmap for scaling with discipline. His success isn't about secret hacks or viral moments—it's about consistent execution of fundamentals: make more calls, create better content, collect more reviews, and know your numbers cold.Connect with Jourdan:• Instagram: @aestheticbosses or @jourelor • Website: Aestheticbosses.com

Recorded live at Aesthetic Next 7.0, this episode features Kay Durairaj, MD, founder of Beauty by Dr. Kay, KD Skincare, Modern Aesthetic Theory, and one of the industry’s most influential voices. With more than 20 years in facial plastic surgery and aesthetics, Dr. Kay has earned her reputation as a pioneer by blending scientific rigor, patient-first care, and an unrelenting drive to innovate and deliver excellence.Her career reflects the transformation of the aesthetic industry itself—from surgical precision to molecular-level regenerative treatments. A believer in constant reinvention, Dr. Kay has diversified her practice to include injectables, hair restoration, biostimulators, longevity medicine, and surgical services. This balanced model allows her to sustain growth year-round, regardless of shifting patient demand.One of her most significant differentiators is her curiosity- case in point, her early adoption of artificial intelligence in clinical practice. Rather than using AI as a marketing tool, she integrates it to deliver measurable value. Perfect Corp skin analysis, Quantificare 3D imaging, and AI-driven hair metrics allow her to provide patients with objective, science-based insights. On the research side, platforms like GPT-5 help her conduct large-scale literature reviews that guide treatment decisions. The result is a care model that blends innovation, precision, and trust.Dr. Kay is also at the forefront of the biostimulator movement. While hyaluronic acid fillers remain a staple, she champions regenerative products like Sculptra and Radiesse for their ability to stimulate the body’s own collagen production. Her approach is rooted in science over marketing: “I want the science to talk to me. There’s no controversy when you see real histology.”She also highlights women’s health as a bridge to longevity medicine. With the majority of her patients being women—and most over 50 not receiving hormone replacement therapy—she sees a major opportunity for practices to integrate hormonal care. Optimizing estrogen, she notes, significantly improves outcomes from both surgery and regenerative treatments, making it a natural complement to aesthetics.Her work with high-profile patients has underscored the importance of authenticity. While the pressure to deliver flawless, undetectable results is high, her success stems from honesty—knowing when to decline requests that do not align with natural, science-backed outcomes.Looking ahead, Dr. Kay is collaborating with companies developing gene activation therapies that may restore youthful collagen and hyaluronic acid production, as well as exploring topical rapamycin to target cellular longevity. These emerging treatments could redefine the boundaries of aesthetic and regenerative medicine.Key Lessons for Practitioners:Diversify strategically: Build multiple service lines that complement one another.Embrace AI thoughtfully: Choose tools that enhance patient care and differentiate your practice.Lead with science: Evidence-based decision-making builds trust and credibility.Explore hormone health: Integrating wellness with aesthetics strengthens patient outcomes.Stay authentic: Prioritize natural enhancement over trends.Commit to learning: Continuous education is the foundation of long-term success.Dr. Kay's career illustrates that excellence in modern aesthetics requires more than technical mastery. It demands vision, adaptability, and the courage to embrace innovation before it becomes mainstream. As she continues lecturing worldwide and developing groundbreaking treatments, her mission remains the same: helping patients achieve their natural best through science-driven, ethical care.Connect with Dr. Kay: Instagram: @beautybydrkayWebsite: beautybydrkay.com

In this deeply personal episode of For The Record, we sit down with Julie Bass Kaplan, FNP-BC, NP-C, CANS, CPSN, HCMT, PHN, one of the industry's most trusted voices on safety and education. With over 25 years in aesthetic medicine, Julie's journey is a masterclass in the power of advocacy and giving back.Julie's story begins in 1999, and what began as a personal quest evolved into an empire of education that has touched thousands of practitioners worldwide. But her defining moment came in 2010 when a filler complication left her with what she calls her "pizza face" for six months. Rather than hideout, this became her calling to ensure no other practitioner would face similar situations unprepared.From Adversity to AdvocacyThe 2010 adverse event became Julie's "come to Moses moment." With her face severely compromised, she returned to practice and began educating patients about potential risks. Their response – "That's okay, I trust you" – reinforced her commitment to safety education. This pivotal experience shaped her mission: preparing every practitioner for moments when things don't go quite right.Julie's Jubilant Head & Breakfast workshops in Ashland, Oregon have become legendary for their intimate, comprehensive approach. Participants often arrive as strangers and leave as lifelong colleagues and collaborators. Breaking Barriers and Building CommunityThis year, Julie achieved a historic milestone as the first nurse practitioner in US history to lead a mobile cadaver lab for an industry manufacturer (Allergan) – after personally leading 69 anatomy workshops. This recognition represents more than personal achievement; it acknowledges that anatomical expertise transcends medical degrees and highlights the critical role advanced practice providers play in aesthetic medicine.Her approach to advocacy is relationship-based rather than confrontational. Julie emphasizes taking the field seriously as medicine, not "industry," building partnerships with pharmaceutical companies, and forging alliances with physician colleagues who value collaborative care. What's NextLooking ahead, Julie is passionate about the convergence of aesthetics and wellness, particularly in women's health. Regenerative medicine, hormone optimization, and peptide therapy represent her vision for the future – helping patients feel well from the inside out rather than simply addressing surface concerns.Key TakeawaysFor New Practitioners:• Learn one technique at a time and master it before moving to the next• Invest seriously in education through multiple channels – formal workshops, online communities, mentorship, cadaver labs• Focus on patient connection and building a relationship rather than rushed appointments• Don't jump into independent practice too early; master basics under expert supervision firstFor Practice Owners:• Hire people who share your values and ethics – consider hiring former patients• Provide educational budgets and growth opportunities for team members – the better they are, the better you are• Build relationships with industry partners who listen and value your expertiseFor Injectors:• Take aesthetic medicine seriously as healthcare, not just "industry"• Prepare for adverse events before they happen – have a plan and community support• Continuous learning is non-negotiable throughout your career• Build a network of colleagues across specialties for collaboration and supportThroughout it all, Julie remains focused on her core mission: ensuring every practitioner has the knowledge, skills, and support network needed to provide safe, beautiful, and meaningful results.Connect with Julie:• Jubilant Head and Breakfast: https://www.jubilantheadandbreakfast.com/• Julie’s Patreon: https://www.patreon.com/Juvedermjulie/about? • Disappearing Act Aesthetic Medicine: https://lovedisappearingact.com/• Follow her on IG for her upcoming training events: https://www.instagram.com/jubilant.julie/

In one of our most powerful episodes yet, host Dr. Tiphany Hall sits down with Shawn Thursby-Palmer, FNP, MSN founder of the two-location med spa Beyond The Needle, for a raw conversation about second chances, redemption, and what it truly means to serve others in the aesthetics industry.Shawn's journey is nothing short of extraordinary. Born and raised in Banning, California, to a police chief father and mayor pro tem mother, his early life seemed destined for success. But coming out in the early 90s led him down a devastating path that included drugs, addiction and homelessness in the streets of West Hollywood. What happened next defies every statistic about recovery and addiction, and its proof that Shawn was always made for more. Against all odds, Shawn pulled himself out of the darkness, rebuilt his life from scratch, and fought his way to graduating at the top of his nursing school and nurse practitioner programs. Today, he operates two thriving med spas in California while traveling 4-8 times per month as one of the country's most sought-after injection trainers.But Shawn's story isn't just about personal triumph—it's about how lived experience shapes the way we serve others. His approach to patient care, team building, and industry education stems directly from his understanding of what it means to need a second chance, empathy, and care – not just a great aesthetic result. What You'll Learn in This Episode:The Phoenix Rises: How Shawn transformed from dealer to top-of-class nurse practitioner through sheer willpower and determinationBuilding Beyond the Needle: The philosophy behind his med spa name and why every patient gets treated like family, complete with hugs and genuine careAffordable Education Mission: Why Shawn offers free shadowing and responds to 100+ daily messages from providers seeking guidance, breaking the industry norm of expensive mentorshipSmart Business Scaling: His methodical approach to adding locations and services, including why he waited two years to offer weight loss after extensively researching the fieldTeam Culture Secrets: The three non-negotiables in his practice (no gossiping, no politics, no negative energy) and how he creates specialists within his teamPatient Safety Philosophy: Why he assess every patient’s mental state before beginning treatment with a few self-love questions, why he’s okay to wait when adding new services, and how patient safety guides every decisionKey Takeaways:Shawn's candid discussion reveals the stark contrast between providers who enter aesthetics for quick money versus patient care and the risk of overpaying for subpar training when you're new. Perhaps most importantly, Shawn demonstrates that success in aesthetics isn't just about clinical skills—it's about emotional intelligence, genuine care, and creating an environment where both patients and team members feel valued and supported.The Bigger Picture:This episode tackles some of the industry's most pressing issues: the influx of new providers seeking quick entry into aesthetics, the prohibitive cost of quality education, and the need for experienced practitioners to mentor the next generation. Shawn's approach of giving back through affordable training and open-door mentorship offers a blueprint for how established providers can help elevate the entire industry.His story also highlights the therapeutic nature of aesthetic treatments—patients often come seeking more than just physical enhancement, and providers must be prepared to offer emotional support alongside clinical expertise.Connect with Shawn:• Instagram: @shawnthursbypalmer• Med Spa: @beyondtheneedlemedspa• Locations: Banning, CA and Studio City, CA• Training: Follow his travel schedule on IG for hands-on education opportunitiesNote: This episode contains mature themes including addiction and recovery. Listener discretion advised.

From firefighter to Fortune 500 consultant to aesthetics CEO, Scott Melamed’s career path is anything but traditional. Today, he leads ProMD Health, a 20-location powerhouse built not on investor capital, but on disciplined strategy, relentless training, and an unwavering belief that business health is inseparable from patient outcomes.In this episode, Scott sits down with Dr. Tiphany Hall for a candid look at what it really takes to grow — and sustain — a multi-location aesthetics empire. He shares why he believes aesthetics isn’t about syringes or devices, but about something far more subjective: how patients feel about themselves, filtered through the lens of their friends and community. From hiring and training to AI adoption and community giving, Scott breaks down the playbook that has made ProMD one of the most respected names in the industry.What You’ll Learn in This Episode- The psychology of aesthetics: Why every staff member — not just injectors — shapes the patient’s perceived outcome.- Scaling without shortcuts: How Scott built ProMD into 20 locations without outside funding, relying on profit discipline and smart deployment of capital.- Training for excellence: The rigorous onboarding process where every new injector faces the ultimate test — injecting Scott or his co-founder, George, with the entire team watching.- AI with purpose: How ProMD uses AI to detect staff issues, evaluate new products, and streamline scheduling — all while freeing humans to focus on connection.- Leadership at scale: The C-Suite structure that keeps operations, outcomes, and growth aligned across a growing enterprise.- Community as strategy: Why giving back locally and nationally isn’t just philanthropy, but a business advantage that builds long-term loyalty.Memorable Moments“We sell a subjective opinion of the patient’s subjective opinion based on the subjective opinion of their friends.”Every single person in the practice is part of the treatment modality — from front desk to checkout.“Good business allows us to deploy capital to training, community, and patient experience instead of making hard choices about cutting corners.”“You don’t rise to the level of the crisis. You fall to the level of your training.”Who Should ListenWhether you’re a solo injector thinking about your next step, a practice manager trying to create consistency, or a multi-location owner balancing culture with scale, this episode delivers a roadmap for sustainable growth. Scott’s insights will challenge you to rethink how you view outcomes, patient experience, and leadership — and how they all intersect to drive business success.Connect with Scott MelamedInstagram: @melmedofficial | @promdhealthLinkedIn: https://www.linkedin.com/in/scott-melamed-31484524/Website: https://promdhealth.com/Email: [email protected]👉 Don’t miss Scott live at Aesthetic Next 7.0, where he’ll share more strategies on building scalable, sustainable aesthetics businesses.

In an industry where trust and transformation go hand in hand, few voices resonate as strongly as English Black, PA-C. This week on For The Record, host Tiphany Hall sits down with English, the powerhouse founder of The Curated Aesthetic, to unpack her inspiring journey from the ER to entrepreneurship—and the lessons she’s learned along the way.English brings a unique perspective: a medical provider with deep clinical expertise, a practice owner who understands the business grind, and a mentor passionate about elevating the next generation of injectors. From her early days in emergency medicine and dermatology to building a thriving Aesthetic practice, English shares candid insights into the challenges, opportunities, and mindset shifts that define success in this fast-evolving field.Inside This Episode:- The Patient Empowerment Playbook: Why thorough consultations, active listening, and emotional intelligence are the ultimate differentiators for injectors.- Confidence Through Credentials: How to build credibility with educated, high-powered patients who expect nothing less than excellence.- Social Media with Purpose: English’s approach to creating content that educates without misleading, inspires without polarizing, and maintains professional integrity.- Future of Aesthetics: From wellness integration to evolving patient expectations, English shares her perspective on where the industry is heading.Looking Forward: Curated Confidence and The Empowered InjectorEnglish is channeling her passion for empowerment into exciting new ventures. She's launching Curated Confidence, a podcast dedicated to supporting both patients and providers, alongside The Empowered Injector, a comprehensive training program designed to elevate the entire industry.These initiatives reflect English's commitment to continuous learning and her belief that the future of esthetics lies in:• Integrating wellness and functional medicine with traditional treatments• Empowering providers to make confident, informed treatment decisions• Creating supportive communities within the industry• Maintaining focus on both aesthetic and emotional well-beingDM English the word READY for more information about The Empowered Injector!The Bigger PictureThis episode illuminates the evolving landscape of medical aesthetics, where emotional intelligence is becoming as important as clinical expertise. English's approach demonstrates that the most successful practitioners are those who view themselves as partners in their patients' confidence journeys, not just providers of treatments. English reminds us that at the heart of aesthetics is a human connection: empowering patients to feel confident, safe, and seen. For providers, it’s a call to lead with integrity, master the consult, and commit to continuous Whether you’re a solo injector just starting out, a practice owner juggling growth, or a seasoned provider rethinking how to connect with your patients, this episode is packed with actionable strategies and perspective-shifting wisdom.Step into this powerful conversation and discover how you can curate confidence not just in your patients, but in yourself and your practice. And catch English at Aesthetic Next 7.0 for two talks including a complimentary workshop!Connect with English:Follow her on Instagram: https://www.instagram.com/theenglishaesthetic/Follow The Curated Aesthetic on IG: https://www.instagram.com/thecuratedaesthetic_nc/

Join host Dr. Tiphany Hall, Chief Growth Officer at Aesthetic Record & Conference Director at Aesthetic Next, along with Senior Events Manager Macy Robinson and Strategic Partnerships Manager Kristin Ortiz for an in-depth preview of Aesthetic Next 7.0. This year's theme, Seven Wonders of Aesthetics, celebrates global beauty standards from around the world while delivering the industry's most comprehensive educational experience with 113 CMEs across multiple tracks.This Year's Global ThemeAesthetic Next 7.0 explores beauty standards around the world with globally inspired experiences throughout the event. Attendees will discover what makes each region unique while enjoying educational and photo activations and various panels set against an international backdrop.Workshop SpotlightsThere are so many workshops, masterclasses, bootcamps and meetups this year- literally something for everyone! The group identified a few must-attend workshops to put on your list: • Facial Anatomy Cadaver Lab offsite with Drs. David Saadat & Alexander Rivkin• HRT Workshop with Certification through Yoo Academy with Lexi Yoo, FNP-C• RUMA Method Functional Medicine workshop with Shelby Miller, DNP, FNP-C• Vampire Series & Certification with Dr. Joelle Lieman International Faculty ShowcaseDr. Kate Goldie makes her highly anticipated debut from the UK, bringing award-winning injection techniques and scientific approaches that have revolutionized facial aesthetics. Her master class promises to spark curiosity with theoretical yet practical methods that attendees have been requesting for years. Rick O'Neill returns as the digital marketing guru from the UK, offering insights on SEO optimization and common marketing mistakes that practices make daily.Evening Events That Create Magic Thursday: Exhibit Hall Block Party Sponsored by Evolus - featuring DJ, giant yard games, drinks, gievaways and live graffiti artist Friday: The Nexties Awards Sponsored by Benev with Glow Around the Globe theme in jewel tones, including red carpet, charity raffle for Sparkle Aesthetics Cancer Care Packages, dinner, awards show and entertainmentSaturday: Olympus Unplugged Sponsored by Prollenium- annual wrap party with an elevated Grecian theme by the pool- think sophisticated toga party!More from AN 7.0• Aesthetician Track is now the Skincare Track – anyone can attend with an interest in skincare!• Hands-on courses return with CORE, Vampire Series, Hyperdilute CaHa course, and Thread Mastery course • Interactive Treatment Center (Whisper Suites) for 1:1 time with Exhibitors & Sponsors for treatments and consults• 113 CME Credits for attendees!!!!!!• Up to 6 months virtual viewing included with every ticket• Several incredible panels in every track- from longevity to training, controversies to M&A and lip techniques, we’ve got it all!Practical Planning TipsGet the Aesthetic Next app featuring an integrated community platform where solo attendees can connect, plan meetups, and coordinate wardrobes. Daily attire ranges from business casual to scrubs (Figs sponsors this year's faculty uniforms), but comfortable walking shoes are essential given the hotel's size. For evening events, checkout out our Pinterest board here: https://www.pinterest.com/aestheticnext/Maximizing Your InvestmentPlanning is critical at Aesthetic Next. The sheer volume of content requires decisions about session attendance, networking opportunities, and evening events. Teams should coordinate coverage across different tracks and plan post-conference debriefings to share knowledge effectively. As the ladies say, get the app and start planning! Getting Your TicketsGroup discounts are available for up to 10 attendees, with larger groups eligible for custom pricing. Current promotions include BOGO offers and the exclusive FTR150 discount code for $150 off registration. Learn More & Register: https://Aestheticnext.comFollow Us on IG: https://www.instagram.com/aesthetic_next/

In this powerhouse episode of For The Record, we welcome back expert consultant, Jessica Hunter, CEO of Hunter Consulting Services and Head of Aesthetic Consulting at Aesthetic Brokers. With over a decade of experience helping practices transform from burnout to buyout-ready, Jessica offers a no-nonsense roadmap for owners who want to build a business that works—with or without them.As private equity interest surges and the industry shifts with trends like GLP-1s and functional medicine, Jessica is helping practice owners get their houses in order. Whether you're looking to sell in five years or simply want to stop drowning in day-to-day chaos, her message is clear: build a strong foundation so you have options—no matter what the future holds.What You'll Learn in This Episode* The Real State of Aesthetic PracticesMost owners are overworked and underpaid, stuck in outdated models that no longer work. Jessica shares why the strategies from a decade ago aren’t cutting it—and what to do instead.* Diversify Like a ProIt’s not about offering everything; it’s about packaging services across different platforms, price points, and demographics to create sustainable, recurring revenue that can weather any storm.* End Key Person DependencyJessica explains why no owner should generate more than 50% of the practice’s revenue. She breaks down how to cross-train your team, reduce risk, and build loyalty through care teams instead of cults of personality.* Operational Efficiency = FreedomTired of manual processes and reactive management? Jessica makes the case for technology as the secret weapon—automating workflows, communications, and systems so you can finally step back.* Compensation Plans That Actually Work“Fair, not equal” is the mantra. Jessica shares her proven strategies for performance-based pay that keeps margins healthy (stay under 25% of revenue) while still rewarding your top talent.* Why Discounting is a TrapFlash sales and promo events may boost revenue short-term but often lead to long-term margin erosion. Learn why cost-based pricing and strategic value-building are smarter, more sustainable plays.*The Emotional Side of OwnershipJessica doesn’t sugarcoat the mental toll of owning a practice. From burnout to decision fatigue, she encourages owners to get the help they need—because delegation isn’t optional, it’s survival.And the best part? Once the operational chaos is cleaned up and profitability returns, most of her clients don’t want to sell anymore. They fall in love with their business again—and that’s the real goal.What’s Next for Jessica?Catch Jessica live at Aesthetic Next 7.0, where she’ll dig even deeper into compensation structures, provider strategy, and what today’s buyers are really looking for in your business.Get in Touch with Jessica:Instagram: @hunterconsulting_Website: https://hunterconsultingservice.com/ & https://aestheticbrokers.com/

From champagne breakfasts to billion-dollar brainstorms, Miami’s own Limor Weinberg, ARNP—aka Beautie Bae— doesn’t just keep up with the speed of aesthetics, she sets it. In this episode she joins Dr. Tiphany Hall to unpack two decades of lessons learned on her journey from aesthetician to celebrity injector, serial entrepreneur and undeniable queen of lips.Discover how & why Limor started Fillers Anonymous, a cult-favorite merchandise brand for injectors , and how she transitioned from a successful injector to an influential trainer and businesswoman. She opens up about her unique approach to building businesses, emphasizing the importance of taking a "leap of faith" and not overthinking ideas. Limor candidly discusses overcoming imposter syndrome and the surprising success of her "Lip Recipes" guide, which has sold over 500 copies.A significant part of the conversation revolves around Limor's recent strategic move: partnering with SkinSpirit after years of owning her own clinic. She reveals how this transition has freed her up from administrative burdens, allowing her to focus on her passions like mentoring and other entrepreneurial ventures. Limor also tackles the "influencer" stigma in the industry, explaining her perspective on using influence to genuinely help others.The episode delves into practical advice for aspiring and current aesthetics professionals, covering topics such as:• The evolution of "Get Basal": Limor explains her comprehensive training platform, Get Basal (getbasal.com), which offers manuals like "Lip Recipes," a neurotoxin course, consent forms, and a growing beauty community.• Leveraging AI in practice: Limor shares her top recommendations for using AI to optimize charting, marketing, and operational flow, including tools like Blaze and NotebookLM.• The importance of boundaries and delegation: Learn why hiring an assistant or practice manager is crucial for scaling a business and maintaining personal well-being.• Starting small and strategic growth: Limor stresses the significance of understanding your business's financial numbers and conducting market research before investing heavily.• Navigating industry competitiveness: Both Tiphany and Limor emphasize focusing on your core values and patient experience rather than getting caught up in comparisons.Whether you're a new med spa owner, seasoned injector, or entrepreneur looking to diversify your income streams, this episode delivers practical strategies for building sustainable success in the aesthetics industry.Follow Limor on IG/TikTok: @beautie.baeShop merch: fillersanonymous.comTraining & mentorship: getbasal.com

What happens when "missteps" become milestones? In this electrifying episode, host Dr. Tiphany Hall sits down with Roni Bolton, APRN, DCNP—dermatology-certified nurse practitioner, laser trailblazer, and triple-threat CEO—to unpack how she turned clinical missteps into a career-defining empire.From launching her first practice to bring a device to market, and lending her expertise to a national laser brand, Roni’s journey is anything but ordinary. She didn’t set out to become “the laser queen"—but when patients with complex cases and darker skin tones came her way, she owned the challenge and created a space no one else dared to occupy. Today, she’s redefining the rules of laser education, treatment, and tech innovation.Why You’ll Want to Tune In:Discover how Roni built her medical clinic, training platform, skincare line, and more by mastering what others avoid.Learn why treating patients with compassion became her secret brand weapon.Hear how she turned tattoo removal and laser hair removal into business pillar and a lifelong mission.Uncover the truth about laser safety, device training gaps, and why “16 hours is just the beginning.”Key Highlights from Roni:Laser Expertise: From being the go-to for "untreatable" cases to pioneering triple-wavelength tech with Cervello Laser.Training Transformation: Roni's Precise Aesthetics flips the script on standard device training with rigorous, science-based education.Purpose-Driven Care: Through her nonprofit, she offers free tattoo removal for formerly incarcerated individuals.Clinical Street Cred: Despite leading multiple companies, she still sees patients weekly—proving that clinical excellence drives innovation.What You’ll Learn:-Why laser hair removal is a clinical necessity—not just a cosmetic perk.-How underserved patient populations shaped Roni’s clinical focus.-The business upside of offering what everyone else overlooks.-Why most laser burns are preventable—and why no one’s talking about them.Roni's Industry Wake-Up Call:Laser injuries are more common than vascular occlusions, yet practitioners often receive minimal training. Roni's mission? To fix the industry's blind spot by demanding higher standards in laser education, especially for skin of color.Catch Roni at Aesthetic Next 7.0 as she brings lasers to the forefront, sharing protocols, tech, and insights you won’t find anywhere else.Follow the Empire:Instagram: Nurse Roni's IG: https://www.instagram.com/nurseronib/?hl=enPSRx Body & Skin: https://www.instagram.com/psrxbodyandskin/?hl=enCervello Lasers: https://www.instagram.com/cervello.usa/?hl=en

Branding genius, global speaker, and Managing Partner of Aesthetic Altitude, Adam Haroun joins us this week on FTR to talk all things luxury branding and attracting affluent clientele. He’s the go-to for practices ready to elevate from every day to elite, and today, he’s sharing his playbook with us!Adam started as an aesthetic patient—then used his luxury marketing background to revolutionize how the aesthetic market is positioned. His goal? Raise the industry standard. “We’re selling medicine. Let’s stop sounding like Spirit Airlines.”As Adam explains, the language, the exact words, you use set the tone for how your medical aesthetic practice is perceived. Avoid words like Free, discount, Med Spa, and instead use word like Complimentary, preferred pricing, medical aesthetics clinic. Brand elevation starts with better vocabulary. Even small word changes shift perception.Adam’s 3 C’s of Brand Power1. Consistency – In visuals and experience2. Clarity – Know who you are & communicate it3. Constancy – Show up as a unified brand across all channels (not just Instagram)Adam Specializes in What Luxury Clients WantThey buy with emotion, justify with logic. They want a story, not a price tag. Make them feel seen, valued, and certain they’re in expert hands. According to Adam, “There’s no neutral touchpoint. Every detail either builds or breaks your brand.”Adam provided us with so many brilliant points throughout the episode, but here are some of our favorites: - Attracting Affluent Clients- How to Train Your Team- Referrals That Work-Rethinking Memberships- Use AI Strategically - Funnel Strategy for High-End ClientsAs Adam shares, if your pricing, experience, and brand don’t match—you're losing the right clients. Upscale patients want confidence, expertise, and a seamless experience. Build a brand that speaks to them.Connect with AdamAdam speaks across the country at conferences and for various brands and manufacturers. Don’t miss the chance to see him if he comes near you!Find him online: 📲 https://www.instagram.com/adamlovesbranding/?hl=en🌐 https://aestheticaltitude.com

The Text That Changed EverythingSometimes the most transformative moments begin with a simple text message. For Adrian Nowitzke, CRNA, MSN, APRN, founder of Behold Aesthetics and Wellness Center, that moment came in August 2021 when a friend sent her a message about fellow CRNA, Kelly Hermans, starting Beautiphi Academy. What started as a casual "let's learn how to do Botox" conversation would ultimately lead Adrian to leave her full-time anesthesia career and build a thriving two-location med spa empire in rural Illinois.The Leap of FaithAdrian's journey from CRNA to CEO wasn't just a career change—it was a complete life transformation. In October 2021, she made the terrifying decision to step away from anesthesia to pursue her passion for empowering women through aesthetics. What made this leap even more daunting was her location: Effingham, Illinois, a town of just 12,500 people where she felt completely alone in this new venture.But Adrian had a vision beyond just learning a new skill. As a mother of young children, she wanted to be more present during those crucial junior high and high school years. Her demanding anesthesia schedule simply didn't align with this goal, making the transition to aesthetics not just a career move, but a lifestyle choice.Building Community OrganicallyOne of the most remarkable aspects of Adrian's story is how she leveraged her existing relationships to grow her practice organically. In a small town where everyone knows everyone, she understood that trust was everything. Rather than relying on traditional advertising, Adrian chose authentic connections. She joined local business groups, participated in community events, and built relationships with other business owners. Her approach was simple but powerful: be a genuine member of the community who gives back.Strategic Growth and DelegationFrom the beginning, Adrian understood she couldn't do everything herself. Just six months after starting, she partnered with Aesthetic Record, recognizing that she needed systems and expertise to build a sustainable business. This decision to "identify strengths and weaknesses" and find experts in each field became a cornerstone of her success.Starting with just two days a week while maintaining part-time anesthesia work, she quickly built a client base of 500 people in less than 18 months. When patients were waiting six to eight weeks for appointments, she made another leap of faith: hiring staff and expanding to a three-treatment-room facility.The Power of Events and EducationAdrian's approach to marketing through events is both innovative and deeply personal. Rather than traditional advertising, she creates educational experiences that serve her community while building her business. Her monthly micro-events combine education with relationship building, achieving close rates of 80-90% because attendees are genuinely interested in solutions to their specific concerns.Her annual Beyond Beauty Celebration has grown from a small grand opening to a major community event hosting over 400 people, complete with tents, food trucks, and a VIP after-party for practice members. The key to success lies in planning 6-8 months in advance and creating systems that can be replicated year after year.Looking ForwardAs Adrian prepares to break ground on a custom-built facility in fall 2026, her story continues to evolve. What started as a simple text message has become a testament to the power of taking calculated risks, building genuine relationships, and never stopping the pursuit of growth and learning.Her journey from injecting friends and family to planning a new facility with 15-16 employees represents more than business success—it's a masterclass in entrepreneurship, community building, and the courage to transform not just your own life, but the lives of everyone around you.Learn more about Adrian & Behold:https://beholdu.com/https://www.instagram.com/beholdaesthetics_wellness/

This week on For the Record,we're joined by Brandon James Thompson—a seasoned aesthetic industry powerhouse who’s reshaping what it means to succeed in medical aesthetics. From humble beginnings selling copiers to building two thriving companies, Brandon’s journey is a masterclass in reinvention, resilience, and forward-thinking strategy.In this eye-opening episode, we explore the newest frontiers in aesthetics, where independent reps become trusted consultants, innovation fuels practice growth, and AI transforms patient care from the very first interaction.Inside the Episode:Why Independent Reps Are WinningOnce seen as risky outsiders, 1099 reps are now trusted advisors to modern aesthetic practices—bringing curated product portfolios, personalized strategy, and unmatched hustle. Brandon shares how top-tier W2 talent is shifting to independence and why that’s a massive win for practices seeking flexibility and innovation.Peptides, Portability, and the Power of InnovationWe dive deep into the hottest trends in regenerative medicine, handheld devices that scale with your growth, and non-injectable GLP-1 alternatives like Thinnr. Brandon reveals the criteria he's used to identify quality labs (think: access, price, purity) and how these treatments go far beyond weight loss.How AI Is Quietly Rewriting the ConsultationEnter Ponce.ai, a web-based tool built by a former Lyft tech lead that transforms patient consults with facial scanning, education, and real-time treatment planning. It’s not about replacing providers. It’s about empowering them (and patients) with data and direction before they ever walk through the door. As a board member, Brandon's had a front row seat to how technology like Ponce.ai has transformed the consult for practices, and we've barely scratched the surface!Rethinking Patient FinancingFinancing isn’t just a transaction, it's a marketing tool and a key opportunity for practice growth. Brandon shares his experience with Shalem and Sunbit, two BNPL solutions helping patients say yes, even in uncertain times. He discusses why every practice should rethink their approach to affordability and access with financing (and we agree!).Hiring, Growth, and the Human FactorAs the CEO of a recruiting firm, Brandon still personally vets every candidate they place—not just for skills, but for story. Hear how he screens for grit, integrity, and that ever-elusive “X factor” that drives results in aesthetics.Whether you're a solo injector, a growing med spa, or a seasoned industry vendor, this episode delivers insight on what’s next, and how to be ready for it. Brandon’s philosophy is simple but powerful: the future belongs to those who connect deeply, act boldly, and never stop evolving.Brandon's Contact & Recommended Companies Follow Brandon for more insights on how you can future-proof your practice, your career, and your mindset—because the aesthetic industry isn’t just changing. It’s leveling up.Brandon's LinkedIn: https://www.linkedin.com/in/brandonjamesthompson/Ponce.Ai: https://www.ponce.ai/Thinnr: https://www.getthinnr.com/Centre Research Lab: https://centreresearch.org/XOD: https://xod.life/

Welcome back to For The Record, Season 6! In this deeply insightful episode, host Dr. Tiphany Hall sits down with Katie Martin, PA-C, Vice President of Clinical Operations at Holden Timeless Beauty (HTB), for a conversation that unpacks career reinvention, operational brilliance, and what it truly takes to scale a practice—with integrity and intention.Katie’s journey from night shifts in the ER to leading clinical operations for one of California’s most respected multi-location aesthetic practices isn’t just about pivoting her career focus—it’s a testament to building something bold and beautiful during uncertain times. Together with Dr. Amanda Holden, Katie helped grow HTB during the height of COVID, proving that clarity of vision can outshine even the darkest circumstances.Katie didn’t start out with her sights set on Aesthetics. But after years in emergency medicine—and a realization that she was no longer helping people in the way she’d hoped—she transitioned to aesthetics in search of “happy, healthy medicine.” That transition eventually evolved into a partnership with Dr. Holden, and after an eight-hour meeting in 2020, Katie signed on to help Dr. Holden build HTB full time.Today, the practice spans four locations and is backed by Alpha Aesthetics Partners, a private equity platform that values brand autonomy and education just as much as profitability.Mastering the Business of PeopleKatie offers an unfiltered look at the real challenges of growth: not finances or space—but people. From approving payroll without knowing how, to managing injector schedules and overseeing compliance, her story is one of relentless learning. Her team-building strategy hinges on a rigorous hiring process anchored in HTB’s core values, including a unique “core values interview” that requires candidates to present how they live those values daily.Her motto? “Hire for culture, train for skill.”Transparent Goals & MetricsWhile some in the industry believe that sales metrics don’t belong in medicine, Katie offers a powerful counterpoint: call them goals, not quotas—and make them transparent. From weekly metrics to daily text messages, her team thrives in a culture of shared accountability, friendly competition, and peer mentorship. “When you make it about progress, not punishment, the ick factor disappears,” she explains.Katie shares the importance of KPIs, revenue per hour, and patient conversion as tools to coach injectors and guide clinical training. She describes her elegant consultation strategy that begins with asking patients what they love about their face, a technique that builds trust and ensures holistic treatment plans. Her focus on consistency across providers ensures measurable outcomes and a superior patient experience—one consultation, one injector at a time.The Alpha EffectAs one of the first partners in Alpha Aesthetics Partners, Katie offers a candid look into the world of PE-backed growth. The result? Better pricing power, more educational access, and stability for staff—all while preserving the identity of the HTB brand. With over 150 injectors connected through Alpha’s community and monthly master classes, Katie describes the partnership as “scaling with support, not losing who we are.”Becoming a National SpeakerKatie’s journey to becoming a sought-after KOL wasn’t accidental. She set her sights on Galderma’s GAIN trainer program early on, made her intentions known, and backed it up with dedication—logging over 40 trainings in her first year alone. Her advice for aspiring trainers: “Be kind. Be consistent. And show up prepared.”She’s now also a voice for Alastin and speaks regularly at conferences like Aesthetic Next, where she’ll return in 2025 to moderate panels and speak on compliance, MA-injector synergy, and regenerative medicine. Connect with Katie:Instagram: @katie.the.injectorHolden Timeless Beauty on IG: @holdentimelessbeautySee her live at Aesthetic Next 7.0. Use her discount code Martin75.

We're kicking off Season 6 with Christin Trujillo, the financial guru who's helped countless med spa owners transform their struggling practices into profitable powerhouses. As Senior Financial Consultant and Co-Founding Partner of Maven Financial Partners, Christin has a unique superpower: she can tell you exactly what's happening in your practice just by looking at your numbers—without ever stepping foot inside your doors.In this raw, no-nonsense conversation, Christin reveals the brutal truth about why so many practices are struggling right now. Spoiler alert: it's not just the economy. With double the number of med spas competing for the same patients compared to just a few years ago, the game has completely changed. The days of patients just showing up because you exist are over.But here's the good news—Christin doesn't just diagnose the problems, she provides the best path to a solution. She shares the real story behind why one multi-location practice was down over 1,000 appointments but still managed to increase revenue by 15%. The secret? They stopped chasing appointment volume and started maximizing every single patient who walked through their doors.This episode is packed with the kind of insights that make you want to immediately call your team and implement changes. Christin breaks down why your front desk person (yes, the one doing TikTok dances in the back) shouldn't be your only hope for converting those expensive Google ad leads into paying patients. She explains why rebooking should be as automatic as breathing, and how top-performing practices maintain 80-90% utilization rates while others struggle to fill their schedules.You'll discover the difference between being busy and being profitable, why revenue per hour is the metric that matters most, and how to know when it's time to hire versus when you need to get out of your own way. Christin also tackles the tough conversations about pricing, team compensation, and the leadership skills that separate thriving practices from those barely surviving.Whether you're a new practice owner drowning in the chaos of wearing every hat, or an established practice looking to scale without losing your mind, this episode delivers the roadmap you've been searching for. It's equal parts wake-up call and action plan, delivered with a little tough love that only comes from someone who's "been there, done that" countless times!READ IT! Med Spa Profitability: What the Most Profitable Med Spas are Doing (and How You Can Do it Too)Christin and her co-founder, Jessica Nunn, authored the essential business guide Med Spa Profitability, which you absolutely must read if you are in our industry!Purchase on AmazonReady to start with Maven? Get your Complimentary Profitability Assessment & find out what your practice needs to go to the next level!Maven's Website: Mavenfp.comChristin's Instagram: @christinlangtrujilloChristin's LinkedIn: https://www.linkedin.com/in/christinmlang/

In this milestone 100th episode, we welcome the incomparable Dr. George Baxter-Holder, VP of Talent Development at SkinSpirit and one of aesthetics' most influential voices. Known for his signature bowties and infectious energy, Dr. George is more than just a celebrated industry leader - he's a recipient of multiple industry awards, an ISPAN fellow, Certified Aesthetic Nurse Specialist, accomplished author, and mentor to countless professionals in the field. Throughout this special episode, he shares his wisdom and signature magic on topics ranging from personal growth to industry evolution. Our Favorite Episode Highlights: • George's inspiring path from his early career challenges to becoming a sought-after trainer and thought leader • The evolution of SkinSpirit from a single location to 50 clinics nationwide and how culture and talent development have played a critical role • Crucial insights on maintaining quality and safety standards across a rapidly growing aesthetics organization • Candid discussion about industry challenges, including the "master injector" trend and the need for standardized credentials • The importance of authentic leadership and staying true to yourself while scaling your influence • Vision for the future of medical aesthetics and the role of proper training and education Dr. George’s story serves as both inspiration and blueprint for success in the field, demonstrating how passion, persistence, and authenticity can shape a remarkable career. As he reflects on SkinSpirit's growth from a single location to more than 50 clinics nationwide, Dr. George offers invaluable insights into how maintaining strong culture and talent standards has been crucial to their success. One of the most compelling aspects of our discussion centers on the evolving landscape of aesthetic medicine. Dr. George addresses head-on some of the industry's most pressing challenges, including the controversial "master injector" trend and the critical need for standardized credentials. The episode delves deep into what it means to be an "intrapreneur" in aesthetics - a path that Dr. George advocates as a powerful alternative to private practice ownership. He makes a compelling case for how professionals can build influential, successful careers within larger organizations while maintaining their artistic autonomy and personal brand. A significant portion of our conversation focuses on the critical role of quality and safety standards in scaling aesthetic practices. Dr. George shares practical insights into recruitment, emphasizing the importance of finding providers who are both humble and hungry. He outlines how robust onboarding processes, clear policies, and regular monitoring systems work together to maintain consistent quality across multiple locations. Looking to the future, Dr. George shares his vision for the evolution of medical aesthetics. As the aesthetics industry continues to mature, Dr. George emphasizes the need for standardized training, proper credentialing, and maintaining the highest safety standards. His vision for the future includes creating more structured pathways for new practitioners while preserving the artistry and innovation that makes this field unique. This episode serves not only as a celebration of 100 episodes but as a masterclass in leadership, growth, and maintaining excellence in aesthetic medicine. Learn more about Dr. George: Instagram: https://www.instagram.com/gorgeous_bygeorge/ LinkedIn: https://www.linkedin.com/in/george-baxter-holder-697939a4/ SkinSpirit: https://www.skinspirit.com/

In this episode of For The Record, we dive deep into the world of aesthetic practice management with industry veteran, author, speaker and podcast host, Danielle Cobo. Drawing from her extensive experience at major aesthetic companies and her current role as a consultant, Danielle shares game-changing insights on turning vendor relationships into powerful business partnerships and building teams that drive practice success. The Secret Weapon in Your Practice: Your Sales Rep Remember that sales representative who stops by your practice? They're not just there to sell products – they're potentially your most valuable business consultant. Danielle reveals how these professionals have their fingers on the pulse of what's working across hundreds of practices nationwide. From million-dollar patient events to innovative marketing strategies, your sales rep has seen it all and can bring these insights directly to your practice. But here's the real game-changer: about 90% of a sales rep's job should be helping you sell through inventory, not just selling to you. That means they're invested in your success and can be a powerful ally in growing your practice. As they come back from their National Sales Meetings in Q1, be ready to ask them to share the best practices they’ve heard from their colleagues and how to bring those ideas to your practice. Building Trust and Managing Challenges One of the most valuable frameworks Danielle shared is the LAER approach to patient communications: - Listen to concerns - Acknowledge feelings - Explore solutions - Respond with a plan This approach isn't just for patient interactions – it's a powerful tool for all challenging conversations in your practice. Danielle emphasizes that some of her most loyal customers started as her most frustrated ones, highlighting how proper problem-solving can transform relationships. The Art of Smart Inventory If you've ever felt overwhelmed by the sheer number of products available in aesthetics, you're not alone. Danielle tackles the common misconception that practices need to carry everything. Instead, she advocates for strategic partnerships with key vendors, explaining how this approach not only simplifies inventory management but can lead to better economics and stronger vendor support. Building Your Dream Team Perhaps most importantly, Danielle shares her expertise on building high-performing teams. Her key insight? Hire for character, train for skill. She emphasizes the importance of cultural fit and suggests using tools like DISC assessments to build well-rounded teams. The right team member might not be the most experienced, but they should align with your practice's core values and culture. Next Steps Want to implement these strategies in your practice? Start by scheduling a strategic planning session with your key vendor partners and use the frameworks discussed in this episode to maximize these relationships Ready to Transform Your Practice? Connect with Danielle: Website: daniellecobo.com LinkedIn: ⁠⁠https://www.linkedin.com/in/daniellecobo/⁠⁠ Danielle’s Book: ⁠⁠Unstoppable Grit: Break Through 7 Roadblocks Standing Between You and Achieving Your Goals⁠⁠

In this week's episode of For The Record, we're continuing our deep dive into the world of medical aesthetics mergers and acquisitions with Josh Swearingen from Tusk Practice Sales. If you've ever wondered about the nuts and bolts of buying or selling a med spa, this episode is your golden ticket to understanding the process. If you haven’t listened to Part I with Josh’s colleague, Elizabeth Macready, head on over to Episode 97! Meet Our Expert Josh brings a unique perspective to the table - he's not just another M&A guy- he’s been on the sell side, too! With 20 years of healthcare experience under his belt, including owning his own med spa and managing multiple DSOs, he's been in the trenches and knows firsthand what it takes to make a successful exit. Currently serving as the Director of M&A at Tusk Practice Sales, Josh shares insights that only come from having experienced an M&A transaction from every angle. The State of the Market: It's Getting Hot in Here Josh takes us through the numbers, and it’s no surprise to any of us, the med spa industry is on fire right now. Think opening multiple locations is your ticket to a bigger exit? Think again. Josh dropped some truth bombs about the reality of scaling: • Multiple locations don't automatically mean higher EBITDA • Every headache in your first location gets multiplied in your second • You need a whole new layer of management • Your original location's profits might need to float the new one for a while Josh’s tip: If you're planning to exit in 3-5 years, opening new locations might actually hurt your valuation. Focus on maximizing what you've got inside your current four walls instead. What Buyers Really Want (Hint: It's Not Just About Revenue) The magic number? $500,000 EBITDA. That's your ticket to attracting serious buyers. But here's what's fascinating - it's not just about the numbers. Buyers are looking at: • How dependent the practice is on you (key-person risk is a real deal-breaker) • Your operational systems and SOPs (or lack thereof) • Revenue diversification (not just living off Botox and filler) • Compliance and risk management (those wild west days are numbered) The Timeline Nobody Tells You About As Elizabeth mentioned and Josh echoed, selling your practice isn’t an event, and it’s typical not very fast. According to Josh, the typical timeline looks more like: • 3 months for valuation and market materials • 3 months in the market • 3 months for closing That's 9-12 months total, and that’s after you've spent years preparing your practice for sale. If you're thinking about exiting in five years, you should have started planning yesterday, or at least start today! The Future of Med Spas: What's Coming Down the Pike Josh shared some fascinating predictions about where the industry is headed: • Expect accelerated consolidation over the next 10-15 years • Regulatory changes are coming (especially as private equity groups cross state lines) • The gap between large groups and private practices will widen • Being a solo practitioner is going to get harder The Franchise Factor One of the most interesting discussions centered around the rise of med spa franchises. While they offer an easier entry point for new owners, there are some serious considerations: • Brand dilution risks • Exit limitations • Potential for corporate takeovers • The impact on the broader industry Key Takeaways for Practice Owners 1. Start planning your exit strategy NOW, even if it's years away 2. Document everything - those SOPs are worth their weight in gold 3. Focus on building a business that can run without you 4. Get professional help - this isn't the time to DIY 5. Think twice before expanding just for the sake of growth Want to Learn More? Learn more about Tusk at www.TuskPracticeSales.com Follow Josh on LinkedIn at https://www.linkedin.com/in/joshuaswearingen/

In this episode of For The Record, we sit down with Elizabeth Macready, Director of Special Markets at Tusk Practice Sales, to discuss the evolving landscape of private equity investment and practice sales in the medical aesthetics industry. With over 15 years of experience in healthcare M&A, particularly in the dental sector, Elizabeth brings valuable insights and years of personal experience on how medical aesthetics practices can prepare for and navigate potential acquisitions.We kick it off with Elizabeth outlining the current state of Medical Aesthetics M&A which is not surprising but a reminder that this industry is growing rapidly with very little signs of slowing. We also talk through how to objectively look at your practice and understand its potential market value in an M&A transaction. She shares the key metrics to consider and an overview of the entire deal process:• EBITDA (Earnings Before Interest, Taxes, Depreciation, and Amortization) is the crucial metric for valuation• Practice revenue of $3 million+ typically positions a practice well for competitive bidding• Multipliers and deal structures vary, but the underlying EBITDA calculation is critical• Buyers may manipulate EBITDA calculations to offset higher multiple offersWhile it may seem scary to some, there are a host of major benefits that come along with an exit! We discuss what it can mean for you as an owner, for your team, and for your patients’ experience long-term when you move forward with an acquisition: • Increased buying power for products and supplies• Access to better vendor relationships and negotiations• Enhanced ability to attract and retain talent through career growth opportunities• Operational support and resources for scaling• Potential for "second bite of the apple" through future liquidity eventsAs you listen to Elizabeth talk about the ins and outs of an M&A deal, it’s abundantly clear that you have to have a middleman, a broker, to help navigate the process for you and get you the highest price for your practice. At Tusk, Elizabeth is a trusted guide helping Med Spa owners connect to the right sellers that align to the mission, vision and values of the practice, structure a deal that is favorable to both parties as this is not an event but a long term partnership where everyone needs to win, and in many cases, act as a confidante and counselor throughout the many emotional up and downs that come with this process. Elizabeth recommends a few key things as you begin down the M&A path and start thinking about your next steps. We cover her hit list which includes starting early which may be well before you intent to sell; build a strong team that provides exceptional patient outcomes and experiences as this is where you create your value; find the right team of advisors to help you with financial decisions along the way, and always keep a close eye on your numbers! We wrap it up with a look into the future of M&A and Elizabeth's predictions for the next 5 years: • Continued consolidation across medical aesthetics• Integration with other healthcare verticals (dermatology, plastic surgery)• Increasing importance of scale for competitive advantage• Evolution toward multi-specialty practices and comprehensive care modelsElizabeth’s team at Tusk Practice Sales offer various resources for practice owners considering their exit options, including educational content, podcasts, and one-on-one consultations. They emphasize the importance of proper timing, preparation, and partnership alignment in achieving optimal outcomes for practice sales.If you are eager to get started and connect with Elizabeth: Reach out via Tusk’s website: https://tuskpracticesales.com/ & checkout all their free resources!Connect with Elizabeth on LinkedIn: https://www.linkedin.com/in/elizabeth-macready-b38b9a248/ Reach Out via email at [email protected]

This week we welcome power couple and dynamic duo, Jessica Harper, RN and Ken Harper, the innovative forces behind DrippyNurseJess Med Boutique in Gilroy, California. Their remarkable journey from pandemic-induced burnout to med spa success is a testament to how authenticity, a strategic vision, and unwavering partnership can transform a desire for change into a thriving aesthetic practice.At the height of the pandemic, Jessica found herself at a crossroads. As the Plastic Surgery Services Lead at Kaiser in Silicon Valley—ground zero for early COVID-19 cases—burnout led her to explore alternative paths in healthcare. What began as a venture into mobile IV therapy quickly evolved into something much bigger, thanks to the entrepreneurial vision she shared with her husband Ken, a seasoned digital marketing expert. Together, they have gone all in on their shared goal to create a thriving business and lasting legacy in Gilroy. Ken flexed his marketing muscle early on with the brand DrippyNurseJess, a bold departure and memorable moniker for her new IV practice! Ken's brand-building expertise shaped this distinctive identity with intention: "We're not going to sell IV therapy," he explained. "We're going to sell your story and build a brand." And as she's branched into injectables, Jessica's DNJ brand is thriving!Jessica's own experiences with dramatic weight loss and self-proclaimed imposter syndrome fuel her mission to create an environment that is accessible to all and a place that every client can feel like they belong. Several fundamental principles drive their growing practice: Authentic Patient Connections: Drawing from Jessica's surgical background to create meaningful relationships Strategic Industry Presence: Regular conference attendance and relationship building with key opinion leaders Team Synergy: Clear role division between clinical expertise and business strategy Inclusive Environment: Creating a welcoming space for all clients, regardless of experience with aesthetics Forward-Thinking Approach: Staying ahead of industry regulations and changes including Jessica's pursuit of her BSN to NP!The Harper's also shared several practical insights for aspiring med spa owners who are trying to build their clinical expertise while also building their business: Invest time in building genuine industry relationships. You will need them as you continue on your journey. Maintain authenticity in both branding and patient care. Balance clinical excellence with sound business practices - find a partner who can help if you don't have both skills. Create an environment where clients feel welcome & deliver great results. If you do, word of mouth will grow your practice by leaps and bounds!The Harpers exemplify how combining clinical expertise with marketing savvy creates a formula for success. Their story reminds us that with the right partner, you can take on the world and win!Connect with Jessica, Ken & DrippyNurseJessJessica: @drippynursejess Ken: @kenharpersocialmediaWebsite: drippynursejess.com

In this special Thanksgiving edition of For The Record, we're giving thanks for the transformative power of smart marketing—and for our guest, Sarah Denham, Director of LeadAR. As LeadAR celebrates its one-year anniversary, Sarah shares invaluable insights on how practices can revolutionize their approach to lead management and Patient relationships with the help of a powerful CRM. Why This Episode Matters Sarah and host Dr. Tiphany Hall dive deep into why managing existing leads is more crucial than generating new ones. As Sarah emphasizes: "If you're not managing your leads, you're not growing." This conversation offers a blueprint for turning existing inquiries into lifelong Patients—and marketing dollars into exponential growth. Key Insights & Strategies: 1. The Truth About Lead Generation Why generating new leads isn't always the answer How to leverage your existing Patient database effectively Converting interest into action through smart automation Why speed-to-lead is crucial for conversion success 2. Smart Communication Strategy Open rates with SMS vs. Email Creating non-transactional Patient touchpoints Building trust through consistent, personalized communication Using AI to maintain 24/7 Patient engagement 3. Automation That Builds Trust Post-treatment follow-up workflows Educational content delivery systems Treatment journey mapping and Patient scoring Converting single-service clients into comprehensive care Patients 4. Team Management & Accountability Tracking performance through CRM metrics Managing team communications effectively Protecting Patient information during staff transitions Creating efficient task management systems 5. AI Integration & Innovation Automated response systems for common inquiries Review management across platforms Chat widgets for instant Patient engagement Balancing automation with personal touch The Bottom Line Whether you're running a solo practice or managing multiple locations, this episode provides a roadmap for transforming your marketing approach. By focusing on lead management rather than lead generation, practices can build stronger Patient relationships, improve conversion rates, and maximize their marketing ROI. Use code FORTHERECORD through 12/2/2024 to save 100% on LeadAR’s setup fee! Learn more at www.myLeadAR.com or on Instagram at @AestheticRecord. Follow Sarah on IG at @Sarah_Denham

In this transformative episode of For The Record, Tiphany sits down with Dr. Christopher Rex, a trailblazing, double-board certified dermatologist and CEO of Peak Dermatology. He’s the son of Nigerian immigrants who left the US and returned to Nigeria throughout his childhood, but college brought him back stateside. He pursued Dermatology as a specialty and began his career serving the underserved. Fast forward a few years, and he’s transformed into a visionary leader who is redefining patient care with a thoughtful blend of dermatology, plastic surgery, medical aesthetics and functional medicine. Episode Highlights:• A Global Perspective: Dr. Rex’s inspiring journey, from growing up in Nigeria to pioneering a multidisciplinary approach to dermatology and aesthetics.• A New Model of Care: How Peak Dermatology combines medical dermatology, aesthetic treatments, wellness services, and surgical care—all under one roof.• Bridging Gaps in Healthcare: Dr. Rex’s mission to expand dermatology access to underserved communities and his unique partnerships to deliver care across Arizona and California.• Money with Meaning: A refreshing take on cultivating a “healthy relationship with money” in the business of healthcare, emphasizing collaboration over competition.• Skin Cancer Education: A masterclass on the ABCDEs of melanoma and the critical importance of early detection and routine skin checks.• Revolutionary Treatments: Insights into cutting-edge innovations like superficial radiation therapy (SRT) for non-melanoma skin cancers and radiofrequency liposuction for body contouring.• Growth with Integrity: Lessons on scaling a practice while preserving quality care, team satisfaction, and patient trust.Some of our favorite takeaways include: 1. The Future is Integrated: Comprehensive care centers that combine medical, aesthetic, and wellness services are reshaping the patient experience.2. Collaboration is Key: Creating partnerships between specialties can improve patient outcomes and redefine the business model of modern healthcare.3. Preventative Care Matters: Medical spas and aesthetic clinics should integrate basic skin cancer education to better serve their patients.4. Success Through Vision: Building a thriving practice depends on fostering a culture of shared goals, continuous learning, and mutual respect among team members.Dr. Rex’s story is one of breaking barriers and rethinking what a dermatology practice can achieve. With Peak Dermatology, he’s not just building a business—he’s pioneering a movement toward more inclusive, patient-centered healthcare. This episode is a must-listen for anyone looking for inspiration to shake things up and dare to be different. Learn more about Dr. Rex & Peak Dermatology Web: https://peakdermcare.com/IG: https://www.instagram.com/peakdermatology/

In this episode of For The Record, we sit down with Victoria Boyle, LE, an expert straddling both the clinical and content creation worlds. As the owner of Skin by You in Arizona, Victoria has mastered the delicate balance of treating Patients three days a week while building a powerful digital presence as a content creator with a popular Patreon channel, an engaging social media platform, and as an influencer for major brands like HydraFacial.With seven years of aesthetic experience and two years as a Practice owner, Victoria brings invaluable insights into managing the modern demands of an aesthetic Practice. She shares her journey from starting at Massage Envy to becoming a sought-after content creator and successful Practice owner, offering a blueprint for others looking to follow in her footsteps. Outside of her role in the treatment room, her passion is branding, photography and videography. She’s investing ample time in producing high-quality content that resonates with her audience, and it’s moving the needle in a big way. At only 2 years in, she's already a power player in her local market with a large following & strong Patient retention. Some of the highlights we cover during E93 include: • Strategic content creation without compromising Patient care• The power of dedicated content days and efficient video production• Building an authentic online presence while maintaining professional boundaries• Advanced tools and techniques for professional content creation, including teleprompter tips• Creating a seamless experience from social media to in-clinic visits• The importance of empowering Patients to advocate for themselvesVictoria's approach to Patient care stands out with her signature "experience-focused" treatment style. She emphasizes the importance of:• Building genuine connections before treatments begin• Setting clear expectations and encouraging open communication• Creating a comfortable environment for honest feedback• Over-explaining procedures to ensure Patient comfort and understanding• Maintaining professionalism while sharing select aspects of personal lifeFor Practitioners looking to enhance their content creation skills while running a successful Practice, Victoria offers comprehensive training through her Patreon community Optimize Esthetics, where she shares monthly videos on growing your aesthetic business.What can you expect from her Patreon if you join?• Video apps for professional video creation & editing • Content batching strategies• Upwork and Fiverr for outsourcing• AI tools for content optimizationConnect with Victoria for more insights into building a last brand, creating top tier content & elevating your in-Practice experience:• Instagram: @skinbyyouaz• Patreon: Optimize EstheticsWhether you're just starting your aesthetic Practice or looking to expand your digital presence, this episode is a survival guide for how to slay The Double Life and crush it in the clinic and with your content!

In this episode of For The Record, we’re joined by Mary Robb, CEO and Founder of Social Practice, to delve into the art and science of social media marketing in the always competitive, ever-evolving aesthetics industry. She started her career in traditional marketing prior to launching Social Practice in 2019, but she saw the writing on the wall- digital marketing, specifically social, was the key ingredient to building a strong brand. This episode is a power hour full of SO many insightful tips and proven tactics to turn your social media efforts into business growth, but some of our favorite highlights include: The Power of StorytellingMary believes that social media is fundamentally about storytelling—sharing your passion, expertise, and how you serve your patients. For aesthetic practices, social media has become essential for patient education, community building, and practice growth. But the challenge lies in balancing genuine content with strategic business objectives.Crafting a Content StrategyMary advocates for a structured content strategy that keeps teams aligned and engaged. From content batching for efficiency to defining clear roles and KPIs for staff participation, she emphasizes the importance of making social media a team effort rather than relying on sporadic posts or trendy content alone (and a team of experts when it’s all too overwhelming!) Engaging Patient ContentOne of Mary’s standout insights is her approach to creating patient content, like before-and-after photos and testimonials. She shares practical strategies for obtaining consent and suggests hosting “social media days” with incentives for patients who are willing to share their stories. This approach not only generates authentic content but also fosters a closer community around the practice. Most importantly, it gives Patients the content they really want- information about procedures, outcomes, and what to expect!Key Content Pillars for SuccessMary recommends organizing content around four primary pillars:1. Educational Content - Highlight expertise and share treatment insights.2. Patient Outcomes - Showcase real results through testimonials and procedural content.3. Culture Content - Provide a glimpse behind the scenes, spotlighting team members and practice values.4. Sales/Promotional Content - Promote special offers, memberships, and limited-time deals.In Mary’s experience, balancing these pillars helps practices maintain engagement while driving conversions, blending authenticity with strategic goals.Tools to Streamline Social MediaMary introduces tools like Splice for video editing, Sprout Social for content scheduling, and ChatGPT for content ideation, making social media management more feasible for busy practices.Building Community and Authentic ConnectionsMary stresses the importance of engagement beyond just posting. She discusses collaborating with local businesses and micro-influencers, highlighting that authentic connections often yield better results than traditional ads. Transforming your online presence into real patient appointments is the ultimate goal, so be stay on top of what is driving results and do more of that! This podcast is GREAT for those of us struggling with the daily grind of social media- What to post? What to write? What trends to follow? And on and on… and if or when it all becomes too much, connect with an expert like Mary and her team at Social Practice to help you get the results you need to turn your Posts into Profits!Connect with Mary:• Instagram: @maryelizabethrobb & @socialpracticeus• Website: https://social-practicetx.com/• Podcast: The Aesthetic EditLooking to elevate your practice’s social media presence? Social Practice offers free social media audits and discovery calls to help assess your strategy and identify growth opportunities.

In this episode of For The Record, we sit down with Chad Van Horn, PA-C, better known as "Needle Daddy," a Physician Associate based in Fort Lauderdale and owner of Icon Aesthetics and Wellness. Over the last 8 years, Chad has authentically created his unique brand to combine his larger-than-life personality with his artistic eye and exceptional clinical skills. His Needle Daddy persona spills over to his practice, Icon Aesthetics, and has helped it to rapidly grow with a big expansion on the way! How does he do it?Chad's journey to aesthetics wasn't a straight path - following the 2007-2008 housing crash, he made the bold decision to transition from flooring sales to medicine. Initially pursuing PA school with dreams of orthopedics, he found his way into aesthetics through a small IV clinic where he demonstrated his natural talent for both patient care and business growth, scaling the practice from $15-25K to 10x that amount in just three years. Today, as the founder of his own practice, Icon Aesthetics, Chad has crafted a unique approach that sets him apart in the competitive South Florida market. His practice maintains a 75/25 split between aesthetics and hormone/weight loss services, with an unwavering focus on quality over quantity. Unlike many in the industry, he's built his business without external funding or loans, forcing a strategic approach to growth and vendor partnerships. He’s got to be smart with his money- constantly watching his COGS, his profitability, and his cost to bring in and retain patients. Throughout this episode, Chad shares several priceless insights:1. The Power of Authenticity: As a self-described "card-carrying metrosexual," Chad encourages practitioners to double down on their personality quirks rather than trying to fit a conventional mold.2. Patient Care Philosophy: His approach emphasizes genuine connections and honest conversations, even if it means recommending a plastic surgeon over injectables when appropriate.3. Business Strategy: Operating from salon suites with plans to expand to a 1,500 sq ft facility, Chad discusses the importance of selective partnerships and strategic inventory management.4. Industry Evolution: He shares his perspective on emerging trends, from regenerative aesthetics to the integration of wellness services, while advocating for more standardized practices and research in the field.We dive deep into the challenges of scaling an aesthetics practice while maintaining quality and authenticity. Chad's insights on everything from patient relationships to vendor management offer valuable lessons for practitioners at all stages. His commitment to being "nothing if not a good time" while delivering excellent clinical results demonstrates that success in aesthetics doesn't require conforming to industry stereotypes.As he prepares to expand into a larger facility featuring four treatment rooms and a stunning lobby, Chad remains focused on building a practice that reflects his unique brand. His vision includes expanding into the intersection of aesthetics and functional medicine, highlighting the growing convergence of these fields.Whether you're a new practitioner trying to find your voice in the industry or an established provider looking to maintain authenticity while scaling, Chad's journey offers valuable insights into building a successful practice without compromising your values or personality.Connect with Chad: Instagram: https://www.instagram.com/needle_daddy/ Icon Aesthetics and Wellness: https://www.instagram.com/icon_wellness/

In this episode of For The Record, Jessica Hunter, CEO & Founder of Hunter Consulting, is in the hot seat to share her proven strategies to drive success in medical aesthetics practices. With over a decade of industry experience, starting with Allergan as a consultant before going at it alone, she's worked with Practices who have yet to open, those with 8 figures in annual revenue, and everything in between. While her approach is rooted in the data and the metrics, she definitely brings in the bigger picture- the mission, vision, values and heart of the Practice. Jessica provides a wealth of actionable insights, guiding you through nearly every aspect of Practice management, but some of our favorites include: Mastering Financial Management: Learn how to track and optimize key performance indicators (KPIs) to improve profitability and ensure sustainable growth. Building a High-Performance Team: Discover effective strategies for hiring, compensating, and managing staff to create a motivated and productive workforce. Crafting a Distinct Brand Identity: Jessica shares the importance of defining your practice’s “why” and how it influences every aspect of your brand and patient experience. Lead Generation & Conversion: From targeted marketing to personalized follow-up, uncover how to attract the right patients and turn inquiries into loyal clients. Maximizing Patient Retention: Explore loyalty programs and retention strategies that build long-term relationships and keep patients coming back.Jessica also highlights the importance of aligning your business decisions with your core values, ensuring that every step you take as a Practice Owner is purpose-driven. From leveraging automation in patient communication to creating compelling content that resonates, Jessica offers practical, hands-on advice that is relevant at every stage. Whether you're launching a new practice or scaling an established one, this episode is packed with expert tips to help you lead with confidence and build a thriving, profitable business in the competitive medical aesthetics space.Key Takeaways: Data-Driven Success: How to use financial data to drive strategic growth. Fair Compensation: Balancing staff performance with competitive pay structures. Automation & Patient Experience: Using technology to streamline communication and enhance patient care. Educational Content: How to create valuable, engaging content that builds trust and keeps patients informed.Tune in for this comprehensive masterclass in med spa management and discover how to elevate your practice to the next level!Learn more about Jessica & Hunter ConsultingInstagram: ⁠@hunterconsulting_Website: ⁠hunterconsultingservice.com⁠

In Episode 89, we sit down with Nune Stepanyan, DNP, FNP-C, CEO, Founder & Aesthetic Injector at The Stepanyan Clinic in Encino, CA. Nune began her career in Critical Care, and while she made the jump to Aesthetics many years ago, her traditional medical roots run deep! While she’s a rising star in the injectable world, she approaches her patients and her treatment philosophy with a clinical mindset; that means saying NO or referring out, spending more time on Patient education, and setting realistic expectations that may impact revenue today but result in a lot less headaches tomorrow! In addition to her role as a CEO and a full-time injector at TSC, she’s also teaching and training others- a passion she found early on in academia. And she’s really good at it! She’s currently one of the headliners of the national Revanesse tour with Prollenium going city to city to share her techniques. She’s leading cadaver labs, doing in-practice training and consulting, and she made her Aesthetic Next debut this year in multiple talks. In every lecture, it’s clear that Nune is a truth teller. She’s authentic and unafraid to call out the parts of the industry that seem to jeopardize patient safety or optimal outcomes. She’s also a master content creator and has a passion for using her platform to authentically educate, inform and excite others about aesthetic procedures. Tune into her IG any day of the week, and you can find her spilling at least a little tea about the realities of the aesthetics industry! But she credits her candor and real-talk approach to creating trust with her patients and allowing them to feel confident in her ability to deliver great results. Some of Our Favorite Episode Highlights:• Industry Culture: How Nune navigated and transformed challenging industry dynamics and a “mean girl” experience into a platform for authenticity and inclusivity• Ethical Practice: The importance of saying "no" to inappropriate treatments, prioritizing patient well-being over profit, and erroring on the side of caution• Social Media and Aesthetics: Balancing online presence with clinical excellence in the digital age. You really can do both at the same time! • Safety First: Addressing the dangers of unlicensed procedures and DIY treatments and our obligation to keep bad actors out of our specialty • Personal Experience: How her decision to forgo injectables and choose surgery at 35 took her consults to the next level• Business Growth: Insights on expanding to a second clinic location while managing a busy schedule, the finances, and Instagram vs. Reality expectations• Continuous Learning: The value of ongoing education and conference attendance for experienced practitioners to stay innovative and connected in a rapidly evolving specialty • Patient Education: Creating transparent, informative content to build trust and expertise in the field but make it fun, trendy, and sometimes viral!Nune shares her own journey through imposter syndrome, weight issues, mean girls and more, and she’s come through it all with her authentic self still intact and zero concern that she’s changing who she is to fit anyone’s narrative! Her commitment to ethics and patient safety are at the forefront as she navigates the complex world of medical aesthetics with grace, humor, and a dash of sass and brings us all along for the journey. This episode will inspire you and provide a healthy dose of truth moments whether you’re an aspiring injector, established practitioner, and anyone finding their way in the evolving world of medical aesthetics. Tune in to hear Nune keep it real in an industry that can be anything but transparent. Warning: Side effects may include a few “hell yeah,” moments of shock, awe and pure entertainment, and a newfound respect for speaking the truth!Learn more about Nune and The Stepanyan Clinic:Instagram: https://www.instagram.com/thestepanyanclinic/?hl=enWebsite: https://www.thestepanyanclinic.com/

In this episode of For The Record we dive into the dollars and cents of running a successful med spa, particularly managing finances effectively. We’re joined by Nick Liguori, CPA, and Dan Simard, Director of Business Development from Liguori Accounting, a New Hampshire-based, full-service accounting firm that exclusively serves the Aesthetic industry. We explore many of the common pitfalls Practice owners must watch out for when starting their business- things like, Can I keep my own books and save money? Why am I working so hard but making no money? Do I wait until I can pay cash to buy a device? These questions and many, many more are top of mind for med spa owners, even when they’ve matured out of their early startup phase. That’s where Liguori comes in! They discuss what it means to have a fractional CFO to not only help assess the data and be on call to make the important decisions, but also to NOT be on the payroll when their services aren’t required. In addition, they speak to the differences in that role versus a CPA and a bookkeeper- a distinction that is critical when it comes to managing the day to day versus the long-term financial health and overall tax burden of the business. When do you outsource? When do you insource? What happens if you’ve been burned by a prior firm, and now you are scrambling to pick up the pieces? As a firm who specializes specifically in our industry, Nick & Dan have such a good handle on the challenges clients face throughout their entrepreneurial journey, and they offer some great tips and areas of opportunity for any owner making the decision to change up their financial management team. From bookkeeping and tax strategies to navigating revenue recognition and fractional CFO services, Nick and Dan share practical advice to help you grow your med spa business smartly and sustainably:Key Takeaways:1. Why Outsourcing Accounting Matters – Learn the benefits of having an outsourced accounting team with industry-specific knowledge and how it helps med spa owners focus on what they do best.2. Revenue Recognition & Cash Flow Planning – Understand the importance of accurately tracking sales, package liabilities, and the impact on your financials.3. Navigating Common Med Spa Accounting Challenges – From keeping track of inventory to dealing with complex tax strategies, Nick and Dan break down how to simplify your med spa’s financial management.4. The Importance of Financial Forecasting – Discover why it’s crucial to work with professionals who can provide insights on growth opportunities and potential financial risks.5. Tips for Preparing for Tax Season – Proactive planning can help avoid surprises when tax time rolls around, and Liguori Accounting gives advice on how to stay ahead.6. Avoid the DIY Trap – Why it's better to delegate accounting tasks to professionals and focus on running your practice efficiently.7. Beware of Always Showing a Loss- When you need to take out a loan or show value in your business, be cautious of taking advantage of all the write-offs and showing little to no profit…..it may come back to bite you!Nick and Dan share common financial mistakes we all make when it comes to burning through cash, tightening the belt with expenses, and finding the right opportunities for growth. This episode is time well spent learning actionable tips on how to better manage cash flow, optimize tax planning with a fractional team, and understand your financials to ensure long-term profitability. Whether you're just starting out or looking to scale, this episode will help you analyze how confident you feel in your existing accounting team, and what next steps may be if you are looking for a change!Reach out to Liguori Accounting; https://liguoricpa.com/Connect with Dan for a Discovery Call: [email protected] Liguori on LinkedIn: https://www.linkedin.com/company/liguoriaccounting/

In this week’s episode of For the Record, we welcome Danielle Mathers, RN, CANS, Founder and Lead Trainer at The Luxe Room, a Colorado-based med spa group that secured the #1 spot on Inc Magazine’s Fastest Growing Companies in the Rocky Mountain Region! Danielle shares the fascinating story of how she and her husband met in Rome, started their med spa journey in Australia, and eventually built a thriving business in the U.S. Danielle’s path from traveling the world to becoming a dominant player in Colorado’s aesthetic market is one of grit, growth, and great partnership.During the episode, Danielle discusses how she balances managing three busy practices with her husband, Brad, and how their complementary skill sets—Danielle's clinical and patient care expertise and Brad's operational and marketing savvy—have been key to their success. They share how their early days renting a room in a plastic surgeon’s office and bootstrapping their business taught them the importance of refining processes, sticking to core values, and scaling at the right time.Danielle dives into the challenges of running a growing business, hiring and training new staff, and maintaining company culture across multiple locations. She also shares insights into the rigorous hiring process for both injectors and practice managers to ensure their team is a great fit for The Luxe Room’s high standards.As a highly regarded Galderma trainer and frequent speaker at aesthetic conferences, including Aesthetic Next, Danielle discusses how she balances her passion for teaching and educating other injectors with the demands of running a med spa. She explains how staying involved in the training community keeps her skills sharp and opens doors for ongoing growth in the ever-evolving aesthetics industry.Danielle shares so many insights about what it takes to go from a single room to a multi-location, profitable collection of Practices, but it really comes down to business culture, the importance of building a strong team, and knowing when to take calculated risks for future growth. She and Brad were new to the US when she started her Aesthetic journey, which means no credit for a big loan, no professional network to rely on, and no patients! But they did it- they built an [growing] empire from the ground up!Some of Her Key Takeaways: • The importance of starting small, refining processes, and growing at a sustainable pace.• How Danielle and Brad balance their professional and personal relationship while running a business.• The value of strong company culture and the no-gossip policy that keeps their team professional and supportive.• Insights into the rigorous hiring and training process at The Luxe Room to ensure the right fit for both patients and staff.• How staying involved in industry training and speaking engagements can elevate your skills and your business.If you are just starting out and wondering “how big should I go” or you’re busting at the seams and ready to grow to the next level, this podcast is a perfect window into what it takes to scale! Learn more about Danielle:Danielle’s Instagram: https://www.instagram.com/injector.danielle/The Luxe Room: https://www.luxeroomcosmetic.com/Inc Magazine Press Release: https://tinyurl.com/58puut89

In Episode 86, we sit down with Heather Zade, BSN, MSN, CRNP-BC, Founder & Medical Director at Adora Aesthetics, for a raw look at managing the controlled chaos, feeding an insatiable appetite for learning, and getting comfortable with taking risks. Heather shares her journey from her injecting friends & family out of her home to becoming a renowned injector, practice owner, and creator of her own trademarked lip technique. While we all know it’s not easy to climb your way to the top of a competitive field, and Heather approaches obstacles with flexibility and an innate awareness of the risk / reward payoff. She’s happy to admit that it’s not always picture perfect- something so few rarely do- but it’s her faith in herself and that things will work out as they should that has made this accidental CEO a bonafide business owner who has yet to take her foot off the gas. She’s in a place so many find themselves- it’s time to grow and scale, but how can we recreate the brand in a second location or scale without losing the details that make us who we are? For Heather, that’s easy! She’s intentionally built strong leaders who can fill the gaps when she’s out with a sick child, speaking at an event somewhere in the country, or who can take the reins when a new location opens its doors. As she transitions into this next phase of growing her practice and Adora Academy, all while training on behalf of manufacturers, her signature lip technique is opening doors and firmly planting her flag among the innovators and thought leaders in the industry. She won’t tell you it was luck or a stroke of genius that led her to building and trademarking her technique. No, it was hard work, a lot of curiosity, late night research and trial & error that created this novel approach to lips that nearly eliminates pain, significantly reduces needle sticks, and delivers a beautiful lip. Sounds like a win-win-win!We pack a major punch into this episode, but here are a few of the highlights: - Practice Growth: What it’s really like to transition from injecting in your living room to owning an 11,000 square foot practice with 15-16 employees- Innovative Techniques: Get the full scoop on the injection technique that has changed the lip game and put her on the map as the "Lip Queen."- Training and Education: How does she make time to train injectors & run a business and still contribute to ongoing education in the field?- Business Insights: 1. The importance of having full appointment books before expanding2. Why Heather avoids financing equipment and waits to purchase in cash3. Her approach to inventory management, staying involved in all aspects of the business, and a cautionary tale about delegating too much too soon4. Team Building: Her approach to retaining top talent by offering growth opportunities and prioritizing staff happiness.- Work / Life Balance: What’s that? Heather gets real about the sacrifices you must make to do it all. No matter where you are in your journey as an injector or Practice Owner, Heather’s perspective on what it takes to achieve success and the reassurance that you must trust yourself and step out on faith to move forward is a lesson for all. If you are eager to see Heather’s approach to lips and hear more of her story, join us Aesthetic Next 6.0 where Heather will perform her technique during the Sunday Showdown and lead a session on managing adverse events with lip injections. Find out more about Heather: Heather’s IG: https://www.instagram.com/injectorheatherzade/Adora Aesthetic: https://adoraaestheticsmd.com/Adora Academy: https://adoraaestheticsmd.com/injector-training/

In this episode of For The Record, we're diving deep into the value of Aestheticians in a medical aesthetic practice with one of our Aesthi besties, Delaney Poor, LE. Delaney is a Managing Partner at Beyond Skin Aesthetics in Columbus, Ohio, a KOL with Color Science and Alastin, an advocate for holistic skincare, and a client experience expert!As a Disney alum, she’s intimately familiar with the guest relations magic that permeates Disney parks & resorts every day and has for 65 years. Now, she’s focused on bringing those same quality standards and dedication to a consistent, exceptional client experience to the medspa world. Couple that with her passion for integrating gut health, skincare, and wellness into her approach, and it’s evident that she's redefining the role of aestheticians in modern medical aesthetic practice.In this episode we cover everything from teaching staff how to anticipate guests’ needs and creating a differentiated experience in your practice to how to select the right retail products for your shelf! From pixie dust to professional skincare, a few of the highlights include:• The Role of Aestheticians: Insights into how aestheticians are crucial for patient retention, education, and bridging the gap between medical treatments and at-home care• Skincare Science: Exploration of the latest advancements in skincare, including the importance of evidence-based products and treatments• Teen and Tween Skincare: Delaney's process for educating younger clients and the potential long-term impact of early skincare education.• The Disney Touch in Aesthetics: Delaney shares how her experience at Disney informs her approach to patient care, emphasizing safety, courtesy, show, and efficiency• Business Insights: Tips on creating treatment plans, improving patient retention, and integrating skincare sales into your practice model with a collaborative care model. We also chat about Delaney’s upcoming lectures at Aesthetic Next 6.0! She has several including a live demo of her signature Glow Beyond Peel. Whether you're an Aesthetician, Practice Owner or Injector looking to enhance your skincare offerings, this episode offers valuable insights on combining high-touch luxury experiences with medical-grade treatments for optimal patient outcomes. Delaney’s perspective as an Aesthetician in a large practice and as a managing partner in that same Practice gives her a unique blend of business & clinical that is relevant for everyone!Don't miss this enlightening conversation that bridges the gap between Disney-level customer service and cutting-edge treatments and products that will turn skincare into a profit center for your Practice! Find out more about Delaney:Delaney’s IG: https://www.instagram.com/skinbydelaneydanielle?utm_source=ig_web_button_share_sheet&igsh=ZDNlZDc0MzIxNw==Beyond Skin Aesthetics: https://www.instagram.com/beyondskinaesthetics?utm_source=ig_web_button_share_sheet&igsh=ZDNlZDc0MzIxNw==Beyond Skin’s Website: https://beyondskinaesthetics.com/Delaney’s Aesthetic Next Schedule: https://s6.goeshow.com/aestheticrecord/next/2024/profile.cfm?profile_name=person&master_key=85DD4426-F000-EF11-8102-B95C44E1822F&page_key=7CDE043C-C926-865F-8B20-3C9AA04D0295&xtemplate

In Episode 84, we sit down with John Wheeler, CEO of Alpha Aesthetics Partners and thought leader on all things business and scale. John and his team have grown the platform to 9 partners with 22 locations across the US and more on the way. Prior to joining Alpha, he was the CEO of Esthetics Center, a CA-based medspa where he grew revenue 1000% and scaled to 3 locations during his tenure before bringing it under Alpha’s banner and transitioning to the platform CEO. If you’ve spent even a minute with John, it’s obvious that he does things differently in all the right ways. What’s his secret to success? People. That’s what drives Alpha’s unique model of partnering with local med spas to help them grow and compete with larger chains, while still allowing them to maintain their own brand identity and autonomy. John is a believer of open-book management, sharing financial data with employees, and aligning compensation with the most important metrics for the business. Most of all, he’s passionate about empowering providers in every Alpha practice to make their own treatment decisions and lean into their own artistry. In return, he makes sure they have every product in their toolkit and access to training, resources and products, most of which are out of reach without the volume and purchasing power of a platform like Alpha. He's equally passionate about the numbers and relying on data to make better, smarter decisions. Additionally, he’s an advocate for sharing metrics and performance data with the team to ensure everyone is on the same page and working towards the same goals. If those numbers power your compensation plan, don’t you want people to know how they are performing?! What’s his #1 metric every practice owner (and all staff) needs to know? Revenue per Hour! In this episode, he shares so much insight on what every entrepreneur must do to get acquainted (and obsessed) with financial performance and benchmarking. Listen in for John’s insight on: • The advantages of partnering with an investment firm that specializes in aesthetics and is designed to help your unique brand thrive.• The importance of being a student of your craft. If you are a non-injector who owns a clinic, you are still responsible for learning everything you can about what Providers do day-to-day. • Prioritizing culture, brand and financials for long-term success.• The ongoing convergence of aesthetics and wellness and the future impact of AI on the medspa industry.If you are starting a medical spa, in your early years of entrepreneurship, or you need some inspiration to realign you to your goals, John’s insights on effective leadership, the importance of prioritizing people, brand, and numbers, and the challenges and responsibilities that come with running a successful business are like a field guide to running a successful business!Checkout more from John & Alpha:Alpha Aesthetics Partners: https://www.partnerwithalpha.com/John’s & Alpha’s Collection of Podcasts: https://www.partnerwithalpha.com/podcast-copyJohn’s Instagram: https://www.instagram.com/johnwheeler.alpha/Alpha’s Instagram: https://www.instagram.com/partnerwithalpha/