Introduction- This is medical, millionaire the podcast. Helping your Med Spa increase in status visibility and profitability. Join your host. Is he dispels miss shares, Trends and gives you actionable steps today that will take your medical practice to the next level. Here’s your host expert marketer and founder of Growth99, Cameron Hemphill
Cameron Hemphill – Hey, everybody Cameron’s Hemphill here, your host for medical millionaire. Hey first off, thank you so much for taking the time to tune in to our podcast. Our goal is to give it a credible value and insight into the medical spa market. So, if your injector you’re in the Cosmetic space here in the Dermatology space, plastic surgery, space, this podcast, all the episodes that we create, it’s 100% design for you.
My team. And I, we’ve consulted with some of the top providers injectors and practice owners all over the country, even in the United States, and Canada at this point in time, and we hear stories left and right, right? So, we’re constantly on the phone and we’re constantly giving Consulting and advice and we see practices that are doing very, very well, very sustainable practices, and we see ones that are trying to figure it out. So, throughout this journey together, we want to help you, take your practice to the next level, and in this episode, I have a great friend. And colleague client. I want to introduce everybody to Lindsay, Brian whole, and Lindsay. Brian whole, she is a nurse practitioner, she’s a gal, Derma trainer. She’s been in the medical aesthetic space and injector for 13 years. She has a course that is the NEOS Academy. Please go check it out NEOS, academy.com,
And she works for the number one allergen account provider. So she works at skin spirit and from what I’ve heard and infor what she eats what she tells me is there the number one are going to count and they they sell a lot of Botox, right? So Lindsay, thank you so much. Welcome to the show.
Lindsay Breinholt – Yay. Thanks. Thanks for having me. I love that you’re giving me a voice farther than my own reach.
Cameron Hemphill– Absolutely. Absolutely. No, I mean, it’s I love doing these types of things and doing interviews. And I mean you and I have a have a cool relationship because we you know, we we didn’t meet in this industry now, which is which is really cool, right? And so for the audience like Lindsay night we met we were both live in Salt Lake City, Utah.
And we met at the gym. It’s they’re working out together. We’re going out. Exactly. And it was like, a, what was that class called? It was hard. What was it called though? Kinesis to me says we used to stare other and like swear by our brains and just suffer. Yeah. And like this was years ago, right. And then we would just like the lady that was teaching the class. It was just a fun it was a fun class in any way. We Became friends and then you and I are your wife and I were pregnant together so that was pretty fun. That’s right. That’s friends because we were both, you know, barely surviving also at the gym shoot, I miss those days. I feel like when I hear that, it’s like, oh my gosh, I forget like like my wife was pregnant like now.
Yeah, and then I became really good friends with with her husband, Scotty. And so, I mean, what I want to, what I want to talk about is like, you have so much experience in this industry. And, and you’ve seen, like, you’ve probably seen it. All right. You definitely hear ya like before social media, during social media. Now, like tacos, talk us about your, like, about your background, your day-to-day life. What do you like? Just just bring us up to speed, okay?
Lindsay Breinholt– I mean I have so much to say so you just stopped me when I when I get carried away but I’m I got in a lot of us. Get into the industry by default especially when it was just You know older. I mean thirteen years ago, it really wasn’t Botox is obviously around but it wasn’t like every corners door was a medical spot. And now I mean, it’s just you know, the industry growing so quick and I think um, I think there’s a lot of misconception. I think there has been a lot of good themes that have come, you know out of the industry and then there’s a lot of confusion and one of those particularly and I think you would agree as is social media, you know back in the day all of us got into medicine for a reason, right? We care about people. So whether you’re a nurse or dentist or you know doctor, we all want to take care of people. And so I think a lot of us that got in the industry. I mean that’s our foundation. And unfortunately I see it shifting a little bit and I don’t know what you see in your space, but there’s this big dollar Bill sign that’s hovering over I would say use the internet social media that let’s get into the industry and and fill our pockets and it really saddens me to be honest about that image. Have you noticed that?
Cameron Hemphill– Yeah, I mean shoot, you know. So as you know I’m the CEO of growth 99 and and we talked to practice owners all the time and what’s interesting is we go to, we go to a lot of the medical Esthetics conferences, right? So, so we speak, there we have work. We exhibit there and, you know, it’s our job to kind of keep up with new trends in this space and it’s crazy. How many people I’ve seen over the years? Like, these shows explode and expand. And and I would say the majority of the people, I talk to are. I’m opening up a practice, I’m opening up the spot. And and they’re coming from all over, right? And it’s hard to pinpoint.
Lindsay Breinholt– And and they’re coming from all over, right? And it’s hard to pinpoint. Hey, it’s cool. Your jets for you. Like, I love that. You’re going to have that ambition and open up a business. But, you know, the back end of that totally doing full,
Cameron Hemphill– in fact, I have a flagship talk that I do at some of these conferences. It’s, it’s called how to run your practice like a business. Because, you know, the people that we see get into the space, they have a lot of, you know, From an educational standpoint in medicine, right? Which, which is great and I know nothing about. And I’ve learned more with the years but I’m not a nurse practitioner. I’m not a doctor. So it’s interesting to see from that part. But I don’t, I mean, I want to hope that a lot of them are getting into the industry for the right reasons to help.
You know, like consumer confidence like like helping people like change their their lives and like that like really like getting to the grassroots of like being a nurse, right like like helping people so I have I seen it shit, but I mean shoe I go on our social media because we follow a lot of medical Spas like classics urgent and and sometimes I’ll go in there and I’ll just look and and sometimes it’s sometimes I have to be sometimes it’s hard to relate because I don’t know is the purpose to get more patients or is the purpose to give value? I do see a mixture of both but you see it from a different lens. Yeah.
Lindsay Breinholt– Yeah What do you I think this idea of it happening happening organically as getting lost, right? And you’re right. We did go into medicine. We don’t have a lot of business background. So that’s why I personally hired you and and I appreciate that. But um, We, you know, this name Botox, or Allergan or gal Derma, you know, these images that are being sent across our heads, you know, I feel bad for the Next Generation. I feel bad for our daughters. No and it was interesting. I was invited actually to our against campus last month and I mean you know how big of a company they are and the it was really cool to see this huge company come down to Grassroots and they actually are asking were asking me and my colleagues are opinions about how they can better. Better, you know, support injectors about future and you know, about involving, as in their campaigns and how does it, how, what does it look like in the future. And then, and the main thing we talked about is You know, getting rid of the celebrity endorsements, getting rid of, you know, these influencers that just something comes out of their mouth and people, sadly go buy it. And you know when you I feel bad for the consumer there on Instagram and everyone’s an expert a self-proclaimed expert. Well let me tell you about the training that you do for injections which is what motivated me to do. NEOS aesthetic Academy is take a two-day course, you show that you have a license and you go and you inject half a lip, maybe a quarter of of a lip, a fourth of, a fit of cheek, maybe a chin, and you get a certificate and now you’re hireable. So it’s our Industries fault, you know, and it’s like Yeah. I think we can do a better way and I think I really do think algo allergan and Galderma are trying from the roots, you know Zac foundation up to really help support us and they are reaching out to us injectors that have been in industry for a long time to figure that out. So, you know one comment that from this little, you know it um advisory board that I was involved with it was an organic employee and he essentially said, you know, I joined our Gan, you know, just not really as a Botox found just really as a business perspective and he sat in on his first injection of this man kind of vomiting his emotions and his life experiences to his injector and and it was really touched by this thirty minute however long visit and he really looked at all this injectors and if you’re an injector, I know you’ll be nodding to this comment. He’s like
You guys are legitimately like psychiatrist psychologist. You like I’ve never seen a more emotional connection between a provider and a patient than your guys’s job and that’s why I keep my job and that’s why I left my patients and I think that’s why my patients come back to me is that we really are helping this person from the inside out. And the way I describe it is, I want you to look in the mirror and, and how you feel on the inside is resonated on the outside. And I’m not here to Plump your face full of stuff. That’s not my job. I’m here to, you know, restore and help repair. And it’s interesting, you know, it’s just kind of true. Our bodies are a reflection of how we feel on the inside. And if we’re not the most healthy, we may not feel the best. And, you know, we start to see our face doing things that we can’t control. Kind of doesn’t feel good. So,
I think I would love this movement and I think there’s enough of us in the industry to really press forward with with this kind of self-reflection, you know, really working organically, and inside out and and just knowing what an impact we are, in our patients, and vice versa. I mean, I have private investigators, I have, I mean, of these, people’s lives are so awesome. I have all these things I learned about from them and I’ve supported people through divorces me. Marriages birth children issues, you know, parent. It’s so there’s so much real life in our chair and I feel like it’s an honor. I have like, truth serum. I think my chair has truth serum in it because they sit in my chair and they tell me things, intimate things that they’re like, I haven’t told my kids says, and it’s a really, really cool support system if you’re willing to let it be,
Cameron Hemphill– Yeah, and that’s that’s funny you bring that up because um, you know, my my wife was in she retired this year, which she’s struggling with her she did not full-time retired because she still does a lot with growth ninety nine, but she was in the beauty industry for many years and she had the same thing like her clients would come in and just like spill the beans. Right? So I can definitely relate to you on the psychiatrist psychology part and and you are like you’re conducting, you know medicine enhancing their their experience or confidence while at the same time talking them through some sort of maybe midlife crisis or change or whatever they’re there. What why do you think that is like why do you think they come in and they sit in a chair and they may just may open up like naturally what why does ah,
Lindsay Breinholt– good question. It definitely I think it does It’s a safe space and and the one thing that occurred to me is my backgrounds, Gynecology and obstetrics, and I’ll be honest, my cute Gynecology patient’s. I wouldn’t even know who they were. For four years. I see him once a year I’m like hi. Oh yeah, I did see you last year. I mean, it’s really hard to get to know someone sometimes in the medical space in this space. It’s so unique. We get to see our patients every 3 to 4 months and and if they do become loyal, which Hopefully they do. You really do build a friendship. I mean I tell people this is my social life. I’m I have two young kids and I packed my schedule, really full and and there’s definitely I think as a provider if you’re willing to kind of throw out that truth from the beginning, maybe they just feel it. Maybe it’s just a feeling that they receive
Cameron Hemphill– Yeah. That makes total sense. I mean it’s I think it is a feeling and I think, you know that I’m the head in the terms of like the frequency of visits, right? Because well, that Rapport, you can see change and you can see like, the light shine, right? And so, is that what? Like, I know how busy you are before you got on. You told me how many hours you work yesterday? I think. What keeps you going?
Lindsay Breinholt– Is it 100%? It is Kim like I that is why. I mean it’s so rewarding for me and this is going to sound rude, but I feel bad for people who just go to work, they just go to a job.
I mean I go to my lifelong like happy place my career and I have to have a really good support team and and all of that. But um, if I could work more hours, I would so I’m the person trying to find boundaries and trying to you know, do some quality time with my family and and se Nota thing things and that’s what’s been hard. But um, I think for a new injector I guess like advice for a new injector is just to do it for the the right reasons and and it does take that grit. It does take kind of failing. It does take hustling, you know, and one thing I tell my new inject hers is do a follow-up visit, you know treat someone look at your own work. So do a two weeks all visit a three week fall visit get that opportunity to treat that patient different than a number, you know, and so that’s one thing I’ve found to maybe build that trust and and why we build such a great friendship and relationship But I think you know, because we’re not that business, not all of us are business-oriented and medicine, I just go back to that Golden Rule. Do unto someone as you would have done to you.
Cameron Hemphill– Yeah. Yeah. No. That makes total sense. And so I, so we work with some companies in you can, you can pretty well Peg. The ones that are are like are trying to build a sustainable, practice versus ones that are so focused on like patient acquisition. If you will sure the ones that the clients that you that show up, right? And and you do your analysis and you give them the right treatment. And you and you give them the right service. I mean I’m sure there’s there’s areas that you guys would know way better than me of like maybe you could over inject and charge more not need to. And I don’t know much about that. In fact, I would be interested to learn about that. Yeah. But the ones that you treat fair, and you give them like a treatment plan. Yep. Based off of their needs or requirements. I’m sure that patient retention has to be like, 100% says,
Lindsay Breinholt– I mean, it should be right? And I think that this is the bummer about industry, can we? Get paid for what we do. So I get paid to inject 10 units of Botox in a 30-minute visit or 60 units of Botox in a 30-minute visit, I get paid, you know, Did Jack just one search engine an hour or six. And so it is this little integrity line. And again, you know, in theory we don’t want to do harm but part of it is being educated, you know to have multi more tools in your toolbox and might get put six syringes in someone’s jaw line or am I going to change my tool? Do they need a facelift? Am I going to give them sculptra? Are they a thread candidate? You know, these barbed threads are awesome. They’re amazing. They’re thirty five hundred dollars. It’s a procedure, you know, it’s gonna give you a year result. It can be great for a lot of candidate, you know, a lot of people but are the candidate for that. So it’s just really fine line of like balancing your numbers per se. Like what are you charging per hour? What is retention and and then kind of efficiency and I will be honest and there’ll be injectors too that might laugh or nod behind the camera, but I mean, I’m a 30-minute visit for my Botox, that can be a long time for someone, I’m an hour for my filler. And you know what? It’s because I’m giving them a full assessment, a well-rounded, you know, approach on this. And then you’re right. I’m coming up with a treatment plan and it’s typically a year-long and I say, you know what? Today, let’s focus on this and I love that idea of you coming back and we can do this and this and this and I always tell people and I talk cost, we’re not used to doing that. I tell someone to get a mammogram. Going to tell him what cause I don’t know how much it cost. Is it cost, two grand 4 grand. I don’t know. So we’re not used to it. We’re not used to saying you’re going to go get your ultrasound and it cost this much right? Right with blue for me in the industry and I’ll be honest I do it with everyone. I say Okay, this is what I would say. It’s this much per strange. This is what? I’m assessing budget this. And I always kind of tease. People are paying 60 thousand dollars for a facelift and they’re paying fifteen thousand dollars for a facelift. They just want to know what’s in that. What do I get for, 60,000, what do I get 15? So, I guess if you’re a, you’re a Turn and Burn and your I don’t even know how people are selling BOTOX for nine dollars a unit $10 unit because that’s how much that is. How much what year did I start? And nine people Botox. We were charging people $10. A unit stop doing this is nothing 9 I’ve heard. Yeah, we used to even sell 49, like, people are selling it for nine. It’s insane. And I, it’s like it is that Botox is no longer $10 unit like I don’t even care about your experience action on that one, but
Yeah. So anyway interesting, huh?
Cameron Hemphill– Yeah. I didn’t know. I mean two thousand and eight. I mean we’re talking, you know, thirteen years ago Lindsay Breinholt– – you was same price is today like Cameron Hemphill– CA and I know how arrogant razor prices like I know that the cost of the products Lindsay Breinholt– it’s more than one hundred dollars a vile. I think gosh. I think it’s six something now and I definitely bought it and around five hundred back in the day. Cameron Hemphill– Okay. Okay. So so you so a patient comes in and you have to you have to make a hard decision, right? That’s part of your job is like, okay. Um, if it’s if it’s an existing patient they’re coming in for a treatment or whatever. I’m I’m sure that’s more systematic but the new patient comes in for a referral or they found online or whatever.
You have to do an assessment. Yep. And you. Is this based on experience, is this based on the condition you say, hey, I’m gonna do filler Botox threads or whatever? Like is it talk to me about serious?
Lindsay Breinholt– Yeah, under education, right? Someone’s not a train these people and and that’s it. It does get tricky. And okay, my bias is going to come through. There’s a lot of people going straight into Aesthetics, like they’ve literally never I think they’ve gone in the hospital for a little rotation under under someone’s supervision. They’ve never, you know, been at risk and I’ll be honest, that critical thinking is insanely important in my job and I never thought it was, I will be honest 2009. I don’t think it was. Whoops, the more I learn, I’m Mike. I’m not scared but it’s like I’m getting called out. The more I learn about my industry the like riskier I feel like it is and the more the more I want to continue to learn and perfect my treatments. So I think don’t go in there. Don’t go into this industry thinking. You just randomly Pope people’s faces and it’s like a hair appointment. It’s just not. It’s medical. It’s not a beauty appointment.
Cameron Hemphill– Yeah, it is medical. I mean, you guys are using medically. Raid tools. I mean, these are single, you know, device. They’re always in some cases, right? So, when you made an interesting point earlier, you coming from your background before Aesthetics, like, everything was like Insurance base and like code. Let’s go get your mammogram. I don’t know how much it is. You know, I’ve always found that interesting is like
The patient or consumer like them for my wife, she broke her leg in a snowboarding accident years ago and we had to get her like some crutches and get an X-ray like the the clinic before we found out everything. And I’m like, well then I was just I asked him. I’m like, well, how much is the X-ray? Y. Yeah. I don’t know Michael now everywhere I go to bicep, but I know not much.
Yeah. Yeah. That’s called podcast us talking. No doubt. No doubt. So now they know that you aren’t like, that’s your mind because you’re like, well, I don’t know. And and it’s just kind of like that now they come in and and you do you guys do talk price. And so because that’s it.
Lindsay Breinholt– I think you should like when you’re going to buy a piece of clothing, you you turn the tags off or you put it on you make sure you love it. You’re in the mirror dressing room, you’re like, whoa. And then you turn that tag over and it says five hundred dollars. You might don’t huh?
I don’t love it that much, right. So so there’s this push poll of like not letting someone come in your chair and say, hey, I only want to do 20 units, you know, did you ever go into the doctor and say, just only prescribed think I need them. Oxacillin blah. No. So you have this balance of not letting your patient put drive you and push you in that direction but also just the consumer awareness to go. I think you need 30 units. It’s this much per unit. That puts you at this number, how does that work for you? But I’ll be honest. That’s the last thing I say. What do I do? First cam, I educate them. Okay, I say I give them a mirror and they look at their face. I say what do you like about your face? What do you want to improve? Okay. And I make them say something. They like
A man like fix fix fix. I’m like, no. What do you love? What’s wonderful about your face and then about muscles or aging and how we lose bone and the fat descends. And we get these creases on our face and we can’t control them and you know, these lines of wrinkles or honestly just caused from the muscle underneath. There you go. I love that little muscle movement there, but those muscles move and move and move and then our skin breaks down, you know, and that’s why we get that little The residual liner crease in those higher mobile areas, so I educate them and at the very end of my console, I tell them the cost.
Break Time- Thank you for listening to Medical millionaire. I wanted to take just a few short moments until you all about Growth99 University naturally. If you’re listening to Medical millionaire, the success of your Med Spa is extremely important to you and as it should be. And if Listening to medical millionaire. You are obviously looking for the best most effective ways to take your med spot to the next level in both profit and customer success. Enter Growth99 University ranging from online education courses all the way to the full suite of marketing and web services Growth99 has your med spa covered no matter the challenges that you’re facing. We are ready and able to help you achieve your next level in business profit and freedom to inquire about all of our support services and products. Please visit growth ninety nine dot com and while you’re there click the University link and check out the companion course to this very podcast back to the show.
Cameron Hemphill– Okay. Okay. And then you go into tree Yep. Depending on what they’re comfortable with. LB- Yep. And then they go out fully informed. So when the poor front desk person goes, it’s you know, $680. I mean that’s more than Botox treatment typically but then they go. Okay. Because they know what they got for that.
Cameron Hemphill– Right right. Okay, all right. And I mean another comfortable, they know what they’re getting into expectations are set right? And so
Lindsay Breinholt– that right? Okay, we information who reads that paper who No one, so, but we really there. It’s informed consent. They’re saying that. We told them all the risks, all the benefits and and I keep it pretty sure. I just say, I’m not perfect, I can fix most things. Cameron Hemphill– That’s my consent to know because I do a lot of Integrations with like Care Credit or cherry, and I see cherry Exploding in this industry right now. You, I’m sure you know who they are. You guys probably partner with them. No. Okay. They’re like a payment. They’re just like, they’re like an competitor read it, right? Yeah. So how much of how much of that? Do you see, I guess at your guys is clinic? Or is it, like how much of that news?
Lindsay Breinholt– I mean, that’s such a good question. Okay, so you jaw drop, we don’t take Car Credit. Believe it or not, or cherry and I’m not sure why. But I, my previous Spas have, and I will be honest, it’s overwhelming. It’s overwhelming, we get that question. Asked all the time, I’ll be honest. I don’t know why. We don’t take it because I feel like again at the consumers are using it.
Cameron Hemphill– It’s a credit card base. Basically it’s the ability to finance your medical Esthetics.
Lindsay Breinholt– Like the yes. It’s interest free for a certain amount of time. Is that correct for the for the patient? Right? Like it’s Cameron Hemphill– I think so. I’m not a hundred percent sure on the terms, but I do know it’s a hedge. It’s the ability to leverage your your services,
Lindsay Breinholt– right? Right. Yeah. So I think it’s ninety days like interest free and I think that’s cool. Um, we do like a loyalty the program. That’s another way, you know that you is the um, you know, the business wouldn’t pay his highest sees. So essentially but it’s a little tricky. Um, the patient pays like a standard amount per month whatever one one fifty whatever it is and that money kind of rolls over and their beauty bank that is I thought we get a lot of returning customers a lot of loyal customers and um, it just auto charges per month and then they come in and they receive their treatment and we offer just like a small like a ten percent discount off of services and products for that loyalty
Cameron Hemphill– I love that. I think that’s a great plan. I think it’s a great way from a business and a financial standpoint. It’s recurring Revenue. It’s building up the loyalty and it’s that’s their own cash, right? That’s their own. Yeah. So but I’ve saw Cherry come up on the map a couple years ago and man they have they have really done a pretty incredible job. And so what what when I look at some of the data points and not all of them, I would assume a lot of that Financial Capital that that is being used. Used to fund a Botox treatment or filler. Whatever is coming from a younger generation. Would you see that? Like, like, how much of the, like, the younger generation? It’s getting younger and younger and younger, you know,
Lindsay Breinholt– so I don’t know how they have the cash for it cam, I’m just gonna be honest, but I my money for my car ends in mind your bows back in the day. So I mean, I’m having a having a job and saving those dollar bills. You know, especially in I kind of hope this trend is going away with these big booties. You know these big BB else I mean damn those are thousands of dollars ten thousand plus dollars. It’s not a five hundred dollar treatment so I think it makes my heart hurt a little that these young girls whatever guess guys you know that their Partners their boyfriends or girlfriends are buying them aesthetic treatments kind of crazy and that fueled
Cameron Hemphill– I mean I would assume some of its fuel By social media on special comparison, right?
Lindsay Breinholt– I don’t like to say this words, a swear word to me, but Kardashian. Yeah. But shareable terrible role model. Sorry for you lovers. Um, because you know again back to our original conversation. I see real patients real people and you know, and I think it’s okay to have fun a little bit, you know, we all splurge on a certain outset or a trend and or a hair color or nails sure, but this is you know, this this is a bigger spectrum of that. So so I hope people are responsible with their money, but they probably aren’t and I bet a lot of them are using those to you know using the charity and the care credit and I think it serves it’s purpose, you know, yeah. And I will be honest, I have on I don’t even want to say the word older clientele because I don’t consider myself old. But the first-time clients that I get are honestly all referrals at this point. A lot of them I’m not getting a lot of 20 year olds but again I’m not a turn-and-burn clinic, I’m not the cheapest in the valley. So all of it, make sense, the benefit of those churn and burn is at least in a, in a good way. I guess they are introducing a patient to Botox or, you know, Any type of neuromodulator, the bad thing is if that person doesn’t have a great experience, it gives us a bad rap. And so, I have people tell me, I will never get lip filler. It was worse than childbirth, it hurt so much. I mean, that’s not cool, that’s not okay.
Cameron Hemphill– No, I’ve had, I’ve had filler, I’ve had Botox. And actually, I never, maybe I’ve just been lucky because I know, you know. So many of you guys, but I’ve never experienced and you had a bad experience. I haven’t, I don’t get work done that that often, but when I have done it, it’s never, it’s never really hurt,
Lindsay Breinholt– right? Like, it should be a returnable art. Again, it’s all about that, full rounded beginning to end experience, right? And so, you know, that that client retention comes from Um, you know, helping calm their fears and not making them grab onto the chair and pain.
Cameron Hemphill– Oh yeah for sure. And I mean it’s not I mean back to your point like you know getting into it for the right reason. You know, the the Loyalty will come, the money will come. Right in Stowe and you just have to be disciplined. You have to have accountability. Yeah, I mean, I talk to a lot of We have lots of conversations. Um, because everybody needs a website. Everybody needs social media. And so well, where do they go? They go to they go to growth ninety nine, which which is great and and we help them. But there’s sometimes where you know, it’s it’s the ah, I’ve seen people that have invested a quarter million dollars into a laser or they’ve signed an expensive lease and they you know, I’ve talked like ten year extensively. They’ve done a one hundred two hundred thousand or build out. Maybe they’ve hedged their house. Maybe they’ve taken a loan out or something like that. And then they need all of the marketing they can get just to fund the expenses they have. Um, and and they’re quite you know, there’s a lot of risk and liability and and maybe they haven’t invested in like the compliance part or
Invested into the education investment of the right training and the right resources and go to the, to the right events. And so, coming back to your point, like, it’s so important that they that they educate themselves before they invest, right?
Lindsay Breinholt– right? But I would say, I mean, I in my mind, it doesn’t make any sense to have zero experience in the aesthetic world and do start a business like, you know, trained under somebody else, you know, even if it’s, you know, a small side hustle that you’re working with a, you know, a team and it’s not your own And then your, it’s this concept. And you, I’m sure you set this to a lot of people, but about sometimes you have to spend money to make money. So I get that. Like I had to, you know, pay people to do certain things to help me out and I love that idea that hey, you’re I’m weak in the business world so I’m going to pay for it.
So I think that makes sense but you’re right how much leverage how much, you know, just like you’re saying with that, the lease and the laser that’s a lot of investment before you’ve even have one kayaking your door. So that’s what I would hire you for and you know that that brain that saying hey you’re going to need a percentage. These all need a workout that you only spend this much percent of percentage you’re going to gain this much and this is how slow you grow. So that’s a part. I don’t know much about. And and again that’s why I hired you
Cameron Hemphill– Oh yeah. I mean it’s it’s it’s a it’s a discipline thing and it’s an accountability thing like you know we do see some people that you know kind of get in and they’ll maybe want to set up a couple things from a patient acquisition or marketing or website standpoint or whatever they want to do and and they don’t realize that they have to continue to work in the business continuously in order to this. Yeah. It’s
And that’s why we talk about like look, this is a business at the end of the day. Like, you know, it’s meant to turn a profit obviously in the right way. Yeah the tools the resources the training, you know everything in that regard, but I received this report recently from American Medspa Association. So shout out to two those guys. I think they do a really great job. Um, in terms of like providing some data points. Um, there was seventy four hundred medical Spas in the United States last year. Okay, seventy four thirty to be exact by the end of this year. There’s projected be eighty eight hundred and forty. Wow. What? Yeah, I mean that that Yeah, yes. Yeah, so 80s. 3,400 to 8800. Okay, sorry I did that math but still that’s a lot. It’s a lot. And the average annual medium spent, MedSpa our Revenue by. Then this year we will do about two million dollars in top-line Revenue. Okay. On average. Which is a I mean you’re talking a hundred and eighty thousand dollars a month in Revenue at the yeah. Right. Yeah. I mean it’s a it’s a growing industry. It’s a, it’s a it’s a great industry and you know it’s you just need to. I mean I would just hold it on your point like it. Yeah. I’m down to the to the right reasons and focusing on patient care, right? Yep.
Lindsay Breinholt– Yep, it focuses on why we got in medicine in the first place. I think it’s a wonderful industry. I think we truly are changing lives, which is rad, you know, and I do, I just think Gathering all the information you can using your peers. I’m always about community over competition. There’s plenty of faces to go around. I think the statistic Allergan gave, I mean, it’s kind of, it’s insane. It’s like 10% of the population or getting Botox or something like that in the United States. Like there’s plenty of room. For growth. So, but grow for the right reasons, right? Like start, you know, and it is tricky to navigate cam, which is why you’re probably a great resource for some of these newer spas and that’s where I’m trying to share my knowledge to, to people, you know, anywhere not just in my, you know zip code but it’s it is hard to navigate and it’s expensive. You know, any type of continuing education thing, you’re going to do, I’m your to 25 Grand to get trained as five thousand dollars. You don’t even know what the hell you’re paying for until you.
Ah, and now you’re just you have the certificate and you have nowhere to go. So it is tricky words like that kind of spend money to make money. But you know, I would go back to the hustle, you know, just get yourself out there neat people. I mean, I hate to say work for free but go shadow someone, you know, find out if you can shadow an expert workers the front desk person, you know, if you’re a physician go go work a half a day or two days, you know on you get your job that you’re making money with like make sure you’re getting your finances met and then use it as a side hustle and then hopefully at some point that bubble burst in the side hustles your your full-time job.
Cameron Hemphill– I hear that that all the time. Like I hear that all the time because so kind of what’s happened within the hospital environment And well,
Lindsay Breinholt– no one’s going to be taking care of us before Old Camp.
Cameron Hemphill– I know, I know it but we’ll have like, botox. Yeah, but I hear like, we talked to so many people they’re like, oh, I just, you know, I do this on the side and then eventually we see them, like, exit the hospital environment because they’re, they’re, you know, they’re medical Esthetics practice, took off, so that’s your reward. So cool. Yeah. Yeah, so is growing tape, there is good to have your failures and identify those failures, and then overcome them and look at those as winds, right? So, a couple of points I want to point out. I know that you’re busy and you got to get going here soon, but Tom
So if you know, there’s resources out there, right? And I’m just curious, you have taken the time to build NEOS Academy, right? So I think it’s cool that the audience understands like, what is NEOS Academy, how can they get there? How can they find you? And what will they learn by going through the course that you’ve created.
Lindsay Breinholt– Well, that was, thank you for asking. That’s a great question part of this. It’s, I love it because this is all transitioning into why I created. The course is just too. I do a lot of trainings. I’ve been lucky enough to work with. Belgium or for about four years now and I’ll be honest back to you talking about that growth. I mean I’ve been doing a elite minimally a training, a week this entire year and 90 percent of my injectors have less than a year of experience. So the cool thing about that is it’s growing the scary thing is, you know, we’ve got a train, these new injectors.
As best we can, you know with kind of limited time and funds. And so it really has been a privilege to remit is just say guess what? I have thirteen years of experience. I’m gonna funnel it all down and give you really really good foundational skills and cornerstone skills and that’s what I’ve done on Neo’s. Um, it’s an online training. So so you can’t you know, take my course and never have a hands on experience and go start poking people’s faces. Please don’t do that. Anatomy is very important in our job. Um, but it’s the perfect step two and I’ll be honest. It’s really cost effective back to what you were talking about. It’s easily five ground for most of those initial training courses and you’re just gonna have to bite the board on that one, but you might be a little bit disappointed and overwhelmed. So what’s cool about my courses? You have to have an underlying just like hey, I understand the term Bo talks. I know what fillers made out of like you kind of have to have just a mini foundation and then I go in and basically solidify all that information, you know,
And they’re very short introduction videos. I do Anatomy review on every like a pretty much you know hairline I actually do some Botox treatments but I just neck treatments and and I kind of just categorized it per area. So every treatment that I do on the face has an anatomy of review and then the actual injection where I treat the client and what’s good about that is you just talked about it time, right? We lacked. I’m dying. Just like you can’t make more time. So, Ten minutes. It’s so awesome. You can sit in your bed, throw it. You know, jammies computer do a review. You have someone on your schedule. The next day. That’s an under-eye patient. Great. I’m going to quickly watch Lindsay’s video, her anatomy and her treatment. And I feel prepared for that, you know, that person that client that next day. So currently I have 37, the course called it’s my master course, it has 37 different videos on it. The other benefit of doing this. There’s consent forms and treatment forms that I have that I’ll in PDFs that I’ll send my trainees and then I’m doing a monthly Q&A and I’ll be honest that things going to be liquid gold. That’s where it’s all going to come together. Where we as peers sit like you and I are right now and talk about real life stuff, what are you finding in Kansas? What are your barriers? And you know to care someone has a vascular occlusion. Lusion, we can talk about that a different day. That’s no one’s talking about this elephant in the room. How do you, you know, deal with, you know unexpected outcomes that you need to manage? It’s hard and it’s there’s not a lot of people to turn to. So creating a community. I’m super excited about with my courses.
Cameron Hemphill– Well congratulations. I know how hard you’ve worked on it. I know how much you’ve invested into it. It’s not easy. And it’s almost like you’ve opened up a business inside of your business, right?
Lindsay Breinholt– I forgot. It’s not easy come you’re right. No use exceeding I Mike. Oh, it’s really so bad to those growing pains. It’s it’s hard when you have something so great and and again you could be this amazing injector and you’re trying to like, hey guys, here I am and and it does take time. And so I have this wonderful core RSS and it’s just grown, you know at the perfect pace and it’s still growing, which is cool.
Cameron Hemphill– So where can people find it if Lindsay Breinholt– the degree of just Neo’s aesthetic Academy dot coms, um on Instagram, I’m lifted by Lindsay. That’s a really easy way to reach out to me and that I do have an Instagram, you know account for that’s Neo synthetic Academy dot com as well. So those are all very easy ways to get a hold of me. And I guess I would say to a fall I might I think mentoring like my my life purpose. And so I need a like I said I need to tell people more people know, I’m really bad at that. So it’s been actually fun to have these new injectors, take my course and, you know, they’re asking me questions back and forth and will Face Time. And so, I guess the cool thing is you’ll get a mentor out of my program to which, which is fun.
Cameron Hemphill– Yeah, that is cool. I mean, I think they’re, you know, with how long you’ve been in the industry, you have a tremendous amount of value to give Like, someone could go through, you know, an environment like that, have a conversation with you, and just basically put them in a position to just gain, so much time by going and through something that you have created, right? It’s, it’s everything you’ve gone through. You put it on paper. We T course lbs. No, you don’t watch YouTube videos and go to your patience, please. Sure. Okay. So I got one more, one more question for you.
Because I have seen skin Spirit grow very fast across. Yeah yeah they probably have opened up Acquisitions and continuing to do. So yep. How many practices
Lindsay Breinholt– they have now 25 and growing we get all these fun emails about the next latest and greatest so there’s going to be another one in Seattle area. We opened up in Maryland. We have a New York location and then I think we’re headed to Scottsdale which is pretty cool.
Cameron Hemphill– Nice, there you go. That’s cool. So they must I mean they were what it originated. Was it in the Pacific Northwest. Oh okay. Say that again.
Lindsay Breinholt– Alright Palo Alto and I um, they have a really great business model cam and I’ll be honest. This is maybe another cash management other podcast but another, you know misshapen the industry is just you know, all of us are being hired as ten ninety nine’s and we’re all percentage base and and again it sir serves it’s purpose, but it’s a little bit like the dental industry that these dental hygienists, you know, they just they’re never hired full time. There’s no benefits and they do get paid a reasonably hourly rate and sometimes that can work, you know for a double income family or someone that might have insurance in a different way. But you of skin spirit as we they’ve really truly made a successful business out of it. So I’m lucky, you know to have joined join their team and I have a four O one K um benefits. I have You know, this really tight PTL. What is that every time I would take time off, I was paying my assistant to be at work when I was losing money every time. Hey Jed so that’s been cool is they have a really wonderful business model and I hope that more clinics can kind of follow in their lead and create, you know, a really great practice that we can value our employees. And that’s the number one thing is they’re all about culture. So it’s all about us employees and they do everything they can to support us, which is really unique.
Cameron Hemphill– . Yeah, that’s, that’s awesome. I mean, I’ve heard really great things up here. I’ve always hear you you speak very highly of them.
And, you know, they’re well-known around a national level, so definitely going on that. So, I mean, I know you’re super busy. I know you’re putting in 12-hour days yesterday and so, you know, I’ll go ahead and let you go. And I thank you so much for coming on. Really sharing your story and everything in terms of, you know, helping people get into this space and getting it for the right reasons and giving them areas and ways that they can go get resources very quickly. And help, you know, impact lives in themselves?
Lindsay Breinholt– Yes, I love it. Truly is an honor and I hope to be back on again. And I always love talking with you.
Cameron Hemphill– So, thank you, awesome. This is one of my favorite. So, thank you so much Lindsay. Yeah, everybody else. Thank you so much for turn into medical millionaire. Again, this is Cameron have built. If you found this content viable, please share it. Let’s keep the conversation. Going head into iTunes, headed to Spotify. We’re on all of the major channels and if you guys need any help with any of your marketing technology, Studying marketing automation. You guys want to go Brooklyn red dot com, we can assist you with your guys. Sweet sir. So until next time. Happy injecting.
