Introduction- It this is medical millionaire the podcast helping your Med Spa increase in status visibility and profitability. Join your host as you 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 Hemphill here your host for medical millionaire a first off. Thank you so much for taking the time to tune into our podcast. Our goal is to give incredible value and insight into the medical spa Market.
My team and I we’ve consulted with MedSpa owners all over the country for years. We see businesses that are thriving and ones that need serious help and in this journey together, we want to help you take your practice to the next level. So in this episode, we have a great friend the owner of Tracy Donovan insurance and Retirement Services, Leslie Tracy. Also the host of diamond hands podcast Leslie. Welcome to the show.
Tracy Donovan – Hey cam. Thank you for having me. I always love talking to you.
Cameron Hemphill- Absolutely, welcome to the show. So talk to us like tell us how you got into the Medical Aesthetics space. I always think this conversation is is interesting for most and I like I like understanding how folks get into this.
Tracy Donovan- Yeah, definitely. Well, you know, um, I have been working with business owners since twenty fourteen, but in a different capacity. So I was consulting on their H R compliance and payroll systems, um, in twenty fourteen. And then I actually started in financial services in twenty seventeen. Um. And so, you know, I was kind of just working with the general market or a happy you and I kind of started to toy with gnashing down and kind of serving a particular market. And I actually started with breweries. Yeah, I started a breweries and you know, but I realized I didn’t have much in common with men with bear guts. He wanted to talk about the latest hops, um, even though I thought it was interesting. So I was like, OK, so I know that what had happened. I moved to the Boston area. I’m in twenty nineteen and I remember I was on Instagram kind of scrolling you’re have you and I saw this beautiful woman. Her name was Audrey Rose as you guys and you guys probably know her. She has the Audrey Rose Institute of Medical Aesthetics, and she also owns ageless or a happy. She’s a well-known but so we started talking became like, you know acquaintances and she was like, I’m having my first event for you know Medical Aesthetics or have you for my school. She’s like you should come, you know, we’re both Jamaican, you know, like and I was like, I don’t know this girl from anywhere I met her on Instagram, but I’m like if I die I die. So I went and I and of course I saw her and I’m like, oh my God, she’s gorgeous. And I saw all these beautiful woman and I’m like, what is it that you guys?
And they’re like, oh, yeah, we’re business owners and and we inject Botox fillers, you know the beauty industry and I’m like, whoa, because you know as a you know, a black woman. It’s like that’s not something that’s really talked about. I believe it a lot in our communities and so I kind of saw that little things but I never really like understood who did it what for like, you know, what have you and and basically from there, you know, it really got involved with hers became one of my first clients and I really started to get involved in the industry and I was like, wow, I was like, I’m going to Pivot and so in 2019, that’s when I pivoted and said I am going to not only serve business owners. I’m going to exclusively serve business owners in the medical aesthetic market and bring all my years of experience working in business owners to them because you know, as Audrey said she like we need you and I was like, I’m here.
Cameron Hemphill– That’s not so when when you went full on? Hey, you know, this is the vertical I want to be associated with what when was that exactly?
Tracy Donovan– That was October twenty nineteen.
Cameron Hemphill– Okay, so that was twenty nineteen, right? So you’ve been at this for for a few years and and I think it’s um, it’s really cool that you know, you saw summer thing that was unique and something that you know, like, you know, I want to be associated with this this industry looks really cool. It’s interesting not in the new zero eight out zeroed in on it, right? And then you know after you have done that, you’ve had a lot of conversations with with practice owners that are very successful and then others is that are you know on their way there. And so talk to us a little bit about you know those conversations because now fast morning from twenty nineteen to now like you’ve you’ve learned a lot right and a lot more in the industry on the financial aspect. So yeah talk a little bit
Tracy Donovan– Yeah, so, you know so so basically something that you know, it’s a project that’s not done yet. But something that I had started in 2019, I was like, okay. I was like, you know in order for me to really understand this industry. I really got to know the people I got to know what makes him hurt. I gotta know what they think about. I really got to know and so I started like on this like Quest and so I was like, okay and I was and so I’ve been working on a book. It’s called Diamond hands released the business Woman Within and hopefully we finish with that sometime this year. But in any case I was like, let me interview Med Spa owners from all around the country and see what they’re up to. And so my executive assistant Rosie and I we set out on this quest to really understand the industry so we can understand how we can serve them the best and kind of fill whatever gaps that they need and you know, so I interviewed over just for the book interviews. I interviewed over a hundred and Med Spa owners from around the country.
some of them really successful some of them not successful and I found it’s like, you know, the successful ones they I noticed a trend they’re like, you know, we started small we started in one room. Obviously unless they were funded by somebody else or have you but you know wasn’t like we started in one room. We were still working per diem at the hospital. And you know our biggest issues were social media. Our biggest issues are not understanding compliance. Our biggest issues were not understanding how did you know financially prepare for the future and just like, you know, and also like self-care and like I learned like all these things and I was like, whoa, I was like this industry, you know, really needs people that understand this industry to deal with to deal with them. And so I say from 2019 to 2020 to like I’ve really learned a lot of that, you know, it’s one thing to work in the hospital.
And know your role there. You take orders from the doctors you take orders from what have you and then going to owning something yourself. It’s it’s quite a change for for everybody. You know, I went through that process myself. Um, and I think that most Mets owners they just said they wish they had a little bit more guidance. Um, you know when they started like ah and ah and yeah, that’s what that’s what I see and people who are you know, they look a certain way. They present a certain way, but they’re not saving further future. They’re not putting things in play. They or they don’t have any business succession planning in place. They don’t have any estate planning in place. They don’t even have any disability policies in place. You know, it’s so I found a lot of metal owners that were just operating very hazardous Lee from a business perspective.
Cameron Hemphill– Yeah, okay. No, so that’s that’s interesting that. That you bring that up because we’ve seen a very similar Trend over here on you know, process automation technology digital marketing websites and generation like a lot of the things that focus on you know, patient acquisition and patient retention, right? And so we’ve seen practices, you know that I’ve done very very well and we kind of look at their track record and what did put them in a position to have success, you know one set have you know started in like a sweet or one room and then scaled organically and kind of took in their time and invested into technology and invested into you know, financial services and exactly because they get themselves in a as they start making money, right? They’re like, oh this is this is great. Wonderful.
But it’s then it’s a whole new learning process right? Because especially if they have come from a hospital where they had a salary he had like a 401k right? They had an insurance plan, right? So so now as a business owner like they The it’s not just turning on an Instagram and saying you inject Botox and all sudden. You’re you’re cranking it, right which is like what a lot of folks think that because hey, if so it’s doing it I can do which anybody can right but it does take time and and you do have to have those failures in order to succeed. So talk to us a little bit about your your process. I mean being in the financial sector as you know, we’ve had lots of conversations. Yeah offline about I very much love this topic of conversation.
Hey now say talk to us about like your process. I’ve taken the time to explore, you know, your guys website where you do the discovery you analyze what track they’re on you you value the business design solutions and then implement monitor review those types of things. So what is some detail on the
Tracy Donovan– yeah, definitely. So, you know does the main thing that you no idea my team does is like where we’re on a quest to you know create value accelerators and value accelerators not just someone that looks at their financials, but internally they’re healthy, you know compliance wise. They’re healthy, you know, they’re healthy and marketing there helping all these different components because it’s so important. So even though we’re financial services, um, You know practice, you know, my focus like I say is always growing and protecting your practice attracting and retaining the best people in this industry and then essentially exiting on you know your terms and that’s something that I really preach in my practice and you know, like art my process. I’m a protect first planner and so what you know, like what does that mean? So so basically Protection first so it really hit home for me with my brother-in-law who was in his early 40s and he passed away recently. So and you know left my sister and the three children so he had gotten a stroke and he got disabled. They didn’t have income coming from him for quite a few months and then he passed away. Um, and so like that’s when it really hit me like I’ve always been a protection first planner, but I was like, whoa, I was like, this is someone who’s close to me. I’m like imagine if this happened to one of my Med Spa owners or one of my plastic surgeons, you know, anyone that I’m working with so my process is like we look at protection first and you know, because if you think of, you know your strategy as kind of like a house and on the base, you need to have Good Foundations and yeah, I know you’re all about that foundations. So, you know, you need to have the good foundation. So we do a formal intake process after you know, we’ve talked and we say, okay. Yeah, we’re gonna go through this. So we do formal intake process. And in that process we look at assets. You look at liabilities you look at you know, what are you doing to protect yourself? Like if you got disabled?
Like what happens there, especially if you’re the primary injector in your practice, you know, what happens there? What happens to your practice? What happens to your people? So we look on the personal end of those things first. There’s management and then we look at you know, do you have your state planning done? Do you have your business is business succession planning done? You know, we look at that and when we identify those gaps, you know, of course we filled them, you know with different insurances and things and we also introduce our clients if they don’t have them already to mistake planning lawyers and we actually help guide that process. So I kind of say like, you know my practice, we’re like, ah, we’re like, ah the one does the hub like that little circle inside a wheel. We connect our clients like everybody that they meet and then after the protect bays, we look at the groves with the grow phase. We’re like, okay, you know, are you saving for the future? And if you have a team, are you enabling your team to do so as well?
And so, you know, I focus on the risk management, but you know other members of my work group. Their fiduciaries and they handle all of the wealth management. I believe in specializing so I specialize in my spot and then you know, when we looked at those things we kind of clean up things because many times, you know, as a MedSpa owner, you’ll have old forward case and things hanging out from old hospitals. We’ll put it together. We’re clean it up and then we’ll start looking at what we’re doing for the future. So that’s what my team does and then you know, we do a core value which is a business assessment. And so it looks at the 18 key drivers of you know, your business after you’ve taken care of like the base things to see like
How you stack up against other people in your industry and it helps to identify gaps. so that core value process that looks at 18 drivers and We could talk about that more if you want to but that’s the next step that they go through and then as far as exit, you know, we always say you need to start planning like 10 years in advance. You can’t just wait until your 55 and go I want to get out. It’s not a great time to start looking at that. So with that core value process, we identify the gaps at you have in your business and and I’ll mention them but you know, we look at operational drivers and Market drivers. So the operational drivers in that MIT assessment is gonna be a company overview Financial sales and marketing operations customer satisfaction. How’s your senior management team? Do you have one guys, you know human resources. Are you being compliant legal? Do you have all your legal and compliance things in a row, are you innovating and then Market drivers we look at you know, how’s your growth? How do you think you’re compared to the rest of the market?
So what what do you think your trajectory for future potential market it is, you know, what is your market share? You know, do you have models for recurring revenue? Is the barriers to entry for this industry hard? We all know it is. Um, you know is how you brand is a different, you know, we look at Bram you look at margin advantage, you’ll get customer diversification. So we don’t do all these things, but we’ll identify when you have gaps, you’ll get a score. And so if you’re thinking I’m going to exit my practice in ten years or fifteen years or even if you start in your four or five years in you need to start with the end in mind. So we look at those things. So after you’ve done to protect phase and the grow phase, we make sure that your protect you protected what you are doing and you’re also with our team investing then we look at things from a very big picture perspective and then from that point in time, we are going to connect you with different professionals to get All of those two different things buttoned up whether it’s a business consultant or reconnect you to cam I grew up99 or we connect you to you know, lawyers compliance stores. What have you so that’s the high level there. So I hope that explain things I feel like I was rambling, but that’s that’s our process.
Cameron Hemphill– No, I I wanted to stay quiet there for a reason just because I know super in-depth and I know it’s extremely it’s extremely important. Some people can look at it like Oh insurance or compliance or like a retirement? Like that’s the last thing I want to talk about, right? So in like a lot of people think like the financial aspect and also like the risk assessment risk planning is is not a fun topic right? But it really it’s like the most important topic because you have to protect yourself right and you have to protect yourself from the unexpected. Um, you know, yeah and so you have to always like for thinking you said something on there that that really kind of stood out to me was was in the first part was essentially. Hey, if you’re if you are the key like Revenue driver for the practice, for example You know because I actually see that a lot. I would say most MedSpa owners. They have one person in particular. That’s like the star. Oh, yeah. Yeah, imagine if that person gets gets hurt like overnight that Revenue can drop substantially. Yes, right and shoot. Let’s just say like, I mean, this is their their hands right their hands.
Very important to them literally literally. It’s everything for sharing. Yeah, it very much is and I think it’s important if they take a step back and realize that and say, oh my gosh. Yeah, instead of thinking like all that’s never gonna happen to me. Well, that’s ever gonna happen to me, right? Let’s get to how we want to thank right? This is best first but um, you know, there’s it’s important understand that risk. And so I love that you know, you’ve come into this space and you’ve given all the value that you’ve you’ve given and I would encourage everybody to reach out to to you to go through that assessment, um to have those hard conversations with yourself, right? Because it’s not a matter of of if it’s just a matter of when like yes. Yeah, not necessarily like if they’re gonna get hurt or not. But no because that might not happen by half of what but it’s a matter of when like in terms of like, hey, like
We the minute you’re born is the minute you start you start dying right like that. Very true. Like they’re certain amount of time on this Earth. And and I think that it’s you know, like I don’t know what the percentage is, but I bet if you went and put you know hundred people in a room and said how many of you guys have a will versus you know, 401k or financial planner or have the right insurance. It was last time you look at your risk assessment Insurance like They typically outdated or hasn’t been done.
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Tracy Donovan– Yeah, well I can give you a stat and so from the Gallup poll. So only 46% of us adults say they have a will that describes how they prefer their money and their estate to be handled and that’s problematic and a lot of those people are probably you know, that stat you’re putting in them. That’s my industry, you know, and you raise a great point, you know, if you Someone that star injector on your team. You do have to put things in order to retain them because it’s you know in this industry, especially as business owners, you’re making things look kind of easy and you’re not showing you’re not you’re not really showing your employees when you’re sweating. They are not going to understand just how hard it is to actually hang their own shingle and they’re gonna think, oh, when I do this treatment, I only get in this much an hour or whatever because you know, you can’t do feeling but they’re gonna think like, oh, I’m only getting this much an hour and I only make this much a year. But I know that all these treatments that I’ve been bringing in haven’t brought this into the practice, but they don’t understand that the cost that you have the insurance the malpractice the lawyers you have to hire. They don’t under the product price. They don’t understand all those things that are going into your pricing. So they just think dollars and cents and then they run off and start their own thing or they run off to the next person with the best offer. So it’s like those are that you had to you know, protect, from and you know the certain things that you can do and I really can’t get into it so much hair from a compliance perspective because I’m not trying to lose my license. You can’t do in depth. But you know, you could do deferred compensation plans for your employees. You can look that up. You could do executive bonus plans for those key employees. It gives them incentive to stay like hey you give me service for this matter amount of years Guess what at the end of it, you know, you’re going to have this amount of money available to you and that’s also a tax write-off or the business owner, you know, and you mentioned something earlier cam, you know, when you also have a star employee you also have to protect that Revenue because some of that I know and I actually have on my podcast before his name is Nick long and and he does like m&a and all that and he was like
Essentially with the business, you know, when you’re a dependent upon people you’re making money off of other people’s efforts, right? And so that’s one of your biggest Investments. So if your star person is bringing you, let’s say 500,000 a year. Okay, and then all of a sudden they get disabled. What do you have in place for that? Right. Do you have a key person Disability Policy? So as soon as they get disabled money walks into your practice and you can sustain until you hire and train a new person say that person passes away. Do you have a buy sell agreement, you know, you know death policy. So if something happens to them they pass away suddenly that money walks into your practice if that person walks out perfectly. Like do you have those things in place? If you have a business partner shoot, do you have those things in place? So it’s one thing to have a buy sell agreement is another thing to have it funded. So and you know or having a key person. It’s another thing to say. Oh something happened to them having funded are going to conduce to new paying them out of the business. Know, you you won’t be able to sustain that. So I think it’s really important for business owners, you know in the aesthetics field, especially because you’re dealing, you know, it’s a very physical job. You have to make sure you have a plan for those things that could happen.
Cameron Hemphill– Yeah. Yeah. I mean you’re you’re exactly right. Like I’ve always done I’ve always told my wife, you know, like we we over insure everything. Um, we’ve always been that way, you know, because you know, you never know what what could potentially happen in in you know, I mean shoot I may be maybe overpaying or whatever and it maybe we are I don’t I don’t I don’t know but I know in my heart of hearts I can go to bed at night sleeping a little bit better, right? Yeah knowing that things are protected
And knowing that like hey, you know, we live in Utah. So there’s there’s potential of earthquakes here, you know, so like even like putting earthquake insurance on your on your assets right where you just don’t get that out of the box, right? So that’s like A level of saying no like this could happen. I don’t want to be a victim of if it or when it happens, you know same thing with what happened down and I’m just using some other like live term like examples but the the big hurricane that happened in it was Texas. It was Houston years back right? A lot of those people didn’t have hurricane and flood insurance and a lot of them have their homes paid off.
Um, and and could you imagine right? This is what this is kind of what it goes through my mind and just for the audience, right? Could you imagine like going through the schooling getting all of your skill sets going through all the continuous education going to all the networking events paying to have all of your like social you’re all the tech you buy higher the people invest your time and then also like leave your family at home or wherever to go to work like through. Okay, then now it’s compound that by two three four five years 10 years 20 years and then all the sudden you’re hit with some something took place that just wiped you out. Right? So if you don’t have this stuff in place, I’m again, I’m yeah, as you know, I’m a big fan of it because the last thing you want to do is build up wealth to have potentially taken from you based upon something that’s outside of your control in this in the case of like an injury or a loss or something like that,
Tracy Donovan– Yeah, and that’s one of those things can it’s like, you know, because we looking at the you know, I called the financial pyramid. It’s one. It’s like, you it some people just focus only on the wealth management or have you and that’s a component of what my team does. Um, and so some people just focus only on that but it’s like if if if you don’t have those other things in place and something happens guess what’s not happening well management adults. So I think there’s so many people that choose a backwards approach and also You know, you have to make sure that your risk management plans are built for a business owner. It’s like what may have been good for you when you were working for the hospital may not. be business owner and I’ve reviewed people’s, you know, like disability plans for example, and I’ve seen like they have they have, you know Riders on it that Basically how it’s stipulated they want to get any money if there was able so they’re paying for nothing. Yeah, like that’s not good. So it’s just like, you know planning for those risks. So if you have a business partner, make sure you have your legal Buy sell agreements, you know, make sure those things are funded with life insurance and also a disability insurance and that’s why it’s important to sit down and understand like what is our value this is more for people who have had their practice like, you know, three or more years. They’re profitable.
Or have you and if you have a key employees, you have to incentivize them you have to make it attractive for them to stay with you and you also have to protect your investment in them. You’re pouring thousands of dollars into these people every year with your time your energy your training your knowledge you’re sending them to conferences. And then if something happens to them, there’s no way for you to recoup any of those costs whether they get disabled to say they get Ms. Or they get cancer or anything and you have no way to recoup your cost. You don’t want to be hung out to dry like that. There are actually people in this industry right now. There’s one. You know, she actually she was the main Provider for her practice and she put it out on Instagram. I’m not gonna say her name or anything. But you know, she was out she got very sick and she was out for months. Do you think she was getting income during those months right if she didn’t have a plan in place? She was not.
Cameron Hemphill– Yeah. Yeah. Yeah. It’s ah, you shouldn’t have a plan in place, right? I mean, yeah, it’s it’s it’s that’s a good point. That’s very interesting because you know, another thing too is most of the medical aesthetics own urge. Um, you know, they they make money behind the chair, right? Um, that’s where the income culture may have to be on site, right? Yeah, exactly. Like they just wiped out overnight, you know, and you don’t have a plan in place. Yeah, that’s that’s a huge liability. I think another thing to to point out is you know, when you start when you get into the business you kind of go through like, okay, I’ve gotta check that box check that box. I have my FC, right? I have my liability insurance. It’s like a just like a checkbox Berlin So then they think they’re good. Right but it’s probably good idea to review that as you grow. Right? Yes, because it’s totally different like you’re two year three or five and ten, right? Exactly. Yeah. Yeah, cuz I think like and you know more than me, but when you initially get that, you know that insurance policy. It’s definitely not the insurance policy. You need after you’ve like scaled to something figures.
Tracy Donovan– Oh exactly, you know because like even for something like a Disability Policy, for example, it’s like there’s something called future income, you know writer and so what you can do you can say, okay. This is the income I make now, this is what protecting now but you know, you could say I’m probably going to bring in an income of an additional 20,000 dollars at some point a month. And so then you could put something in that you don’t have to go through medical under writing again to increase, you know that amount for you and something you know guys, if you do have Disability Policy you should be looking for make sure you have a true.
patient writer because the definition of disability where these companies will pay out is really important to look at so When you’re working in the hospital, there’s something called any occupation and that any occupation writer basically says if you could work in any occupation if you can flip Burgers, we’re not paying you a disability benefit. You have to be totally and completely. we’re in aeroparably disabled then, you know, there’s also The in the but you know, the they have also, you know the own occupation which is something that you really need to have and the own occupation. That one is basically like if you can’t do the work in your medical specialty, but you’re able to work in another area. You know, you’re still going to be considered disabled and you’ll still get a full pay out.
So you hadn’t there’s only like four or five companies that actually have the true own occupation. So I’ve seen different writers. I’ve seen modifying own occupation, which is, you know, if they can work somewhere else, they can’t get that benefit. I’ve seen the any occupation where you had to be completely disabled, but you need to have the true true own occupation. And that’s something that’s important for medical providers. Um, and I think that’s something that’s over that’s an oversight when a lot of people who don’t focus on risk management put together these, you know, policies for medical professionals and I’m like, that’s wrong.
Cameron Hemphill– Ah, yeah. And we may there can be some interesting fine print, I guess. Right. So yeah, I mean, it’s it’s it’s important to talk to
You know, not only someone that understands, you know, the fine print how to put somebody on a good protection success plan, right? I like that protection success. I know I might use that particularly success. Let’s go that was just came to me. Oh man, that might be the name of this podcast. I know I’m gonna have to pay for that one Camp. Oh, no, that was good. So I mean, you know, I’m a big fan of like like we talk a lot. It’s like work with somebody that specializes with inside the vertical because they have they have experience within the vertical and if you have the question, they probably have the answer because they’ve experienced it before right and so I’m a big fan of that in in, you know, I really I know that you’re super busy and I really appreciate you know, you taking the time and and coming on the show with us today. I was gonna ask you is there
Like how can these Medical Spa owners how can they find you? Like if they if they’re thinking about this which I hope you guys all are. Yeah, how what’s the best way for them to find you?
Tracy Donovan– Yeah, so the best way you can go to my website is a www.tracy donovan.com. So there you know, there’s resources you guys can go ahead and listen to my podcast my podcast really more geared towards newer injectors because you know, I and interview The Experience injectors to talk to the newer people. But if you’re new injector, go ahead and listen to my podcast. I do have a newsletter called the aesthetic CEO and we talk about, you know, different protection strategies and like growth strategies that you could be using in your practice that comes out every Saturday. Um. So yeah. So W W W dot Tracy Damon dot com and also on my website, I’m offering to all the listeners if you guys would like to take your complimentary business value assessment, you’re more than welcome to um, you could email me at Leslie Tracy Dodman dot com and I’ll send you a link or get binded on the website. But just so you know, um, it’s a methodology tool that is the only valuation tool that was born at MIT and it’s excepted by the National Association of certified valuers and analysts. So it’s like fifteen percent, you know, fifteen percent. Um, it within the margin of how accurate it is and it measures your operational performance and the strengths and weaknesses of your business. And, you know, and for startup to mature midsize, you know, it’s going to help ensure that what you are building or what you have built is transferable, which it is really important. So that is how you can reach me. So if you’re a woman that is really about internal wealth and making sure that you know on the inside you’re good and you want to make sure the outside is good too financially, you know, you could totally contact me my team.
Cameron Hemphill– That’s awesome. I mean, thank you so much. I mean that’s super helpful, you know have a lot of gratitude for you know, you come not only coming on the show, but but being focus in this space and giving so much value in this space. So so thank you very much you guys, you know where to find her. I was gonna ask you really quick too. Are you going to any conferences coming up that you are?
Tracy Donovan– Yeah. Well for any of you guys it’s like it’s like very it’s like I’m speaking. I’m partnered with that Dolce Vita and the been symposiums that happened quarterly in Connecticut. So if you’re one of the 25 people who are actually get on the list for that, so threads conference. I do speak at those quarterly. I’ll be at modern Beauty cons speaking in May. So if you haven’t gotten your ticket go there I don’t talk Josh is gonna be there Erica Berry Baxter Leslie Fletcher great people a lot of people so check that out. And then after that I am going to obviously be at aesthetic next. I’ll be a speaker there and I know Kim you’re actually on a piano with me there. So cam me Ben and Hernandez from skysail group and our niece Williams who owns Ernie’s Williams Law. She’s a compliance Lord. She’s a nurse and a lawyer. We’ll be doing a panel in September at aesthetic. Next so that’s some of the places you will see me and I’m sure you’ll see me more.
Cameron Hemphill– Oh shit. I mean, I definitely see you obviously at aesthetic maxim etc. beyond that palace. That’s gonna be a lot of fun. Yeah, it is. Oh, yeah. Okay, cool. So alright, thank you so much everybody think of listening to medical manner again the scammer Hemifield if you found this content, I am a food here. Let’s keep the conversation going. Umm, Al and until next time not be injecting
