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 growth 99, Cameron Hemphill
Cameron Hemphill- Hey, what’s up everybody? Cameron here with medical millionaire. Hey, hope you guys are having a great day. I just want to jump into a great episode that we’ve been preparing for. We have a wonderful guest friend colleague Krista Delorenzo, she’s with g face and D so she heard I met through Gretchen dr. G.
And we become friends, we built a relationship. She works over there, and she has been in a sense for what? Almost three years, right before your eyes. Yep. Okay, so talk to us about the journey. What did you do before, Aesthetics? I mean, shoot coming into three years. It seems that seems like a long time, right? But talk about hey what did you do prior and what got you too? I guess talking to Sir that journey to to get it going to g face MD. Yeah, and then where you are now.
Krista DiLorenzo- Yeah, so I graduated college in 2019. When I got out of school, I had previously worked in the hospital during nursing school. I wanted to get some hands-on experience. Learn how to talk to patients, build relationships, things like that. So I worked in the hospital all throughout nursing school when I got out I stayed on the floor. I worked on it was a cardiovascular surgical step-down Su so we had a lot of post-op open heart surgery patients different cardiac patients. So very very different from aesthetics. But when I was in nursing school, I worked in a germ top jobs for awhile and that’s what really got me into learning about different skin diseases skin care in general. There was a little bit of cosmetic in the office I worked in but not as much as I had wanted but I would say that’s where it really like piqued my interest. I knew like this is what I wanna do. But of course as everyone else it’s hard interested to get
So weird in the hospital for a while which I think was a super important part of my journey think that gaining those skills and learning how to deal with like critical difficult. Situations is super important, especially being in the Aesthetics field because, you know, we deal with some patients that are difficult. Sometimes and I feel like my background prepped me for it in a sense. Awesome. So worked in the hospital for a few years. Got some experience there. I had talked to a friend. Who works in Aesthetics and I was like, how did you get into this industry? Like what did you do dying to get in? I’ll do literally anything and she had said she met her new boss that she was currently working for as because she was a patient at the And before getting into ascetics, I had never done like any injectables but I had done like laser treatments facials, things like that. So I didn’t really have an injectable provider that I could go to, to be like, hey, please hire man, do anything. But she had said, reach out to people on social media like it doesn’t hurt. So one night just hanging out, I’m scrolling through Instagram and somehow dr. G’s Instagram popped up on my page, you know, social media. Those Bots get us, right? Here– page popped up. And I realized that she was local, she was in Massachusetts and I just loved how educational she was. She had such a fun personality and like
Get her to take me on and I was going to do whatever. So I shadowed week later, she was like, all right, the world shutting down. So basically, I don’t need you right now, but I knew. Okay, like things will reopen at some point. I need to make sure that I just stay on her radar and do whatever I can. So when she reopens, hopefully she’ll hire me. So during quarantine doctor, feeling had done a lot of like webinars online and different educational things. So I I always made sure like, I’m going to attend everything, I can attend. Make sure that my name just like stays fresh in her head and to my locket worked. I mean, yeah, it’s three years later, I love it.
Cameron Hemphill– Alright, I’m going to stop you right there. If that’s okay, just for a second. And the reason why I want to stop you is because you point out some things that I really want the audience to understand. Yeah. Number one,
First off. Congratulations. And that’s it’s a really cool story because I think there’s a lot of people that are scared to reach out total a you know, and maybe and that’s like the first thing is, they want they want, okay, it’s a goal but you are the type of person that saw something wasn’t afraid to reach out. Dr. Eat you know. Dr. Freely. She can be intimidating, right. Should I say education? She’s Careful. She’s got one on right and you’re like, you know, I’m gonna I’m gonna reach out. You did. Yeah. You were able to get her attention. You’re able to have a conversation, have a meeting and then who knows the whole world shut down. Yeah, you made a point, right? That you, you continue to, you didn’t give up. You didn’t let the world around like, dictate your world, totally, you kept going.
And so like what I want the audience to basically get out of that story is don’t ever give up. Go get what’s yours. Yeah, you know, because you own your destination. So I love I love the fact that you shared that. Keep going. Yeah.
Krista DiLorenzo-– I mean, I think that just being persistent. I was like, this is something I really wa want and I just need someone to give me the chance and I’ll take it from there. Like I’ll show you what I’m capable of. But it’s hard when you have nowhere to start. And I have people reach out to me all the time and like, how did you get this job? Like you’re so lucky. And I’m like, well, I am super lucky. But I also like really fought for it and made sure like I’m the one in hindsight, like if there’s twenty other people interviewing for this job, like you need to stick out and find ways to that make you different from other people. Like maybe no one else was reaching out to her all the time making sure like
I’m going to ten dollar webinars or just find ways to be on their radar and make you a little bit different. But I think being persistent was one of the biggest things for me.
Cameron Hemphill– Yeah, yeah. Absolutely. You’re a persistent and, you know, people can say, oh, you’re so lucky. Well, you surrounded yourself to get lucky, right? Luck surrounds, where where people put themselves in a position to get lucky, you know, so yeah, that’s great. I love it. Okay, so fast forwarding. So you the World opened back up you how, long? How long was it was shut down for.
Krista DiLorenzo-– She was, shut down from March until beginning of June. When like business isn’t mass for able to reopen, she had reached out to me, I want to say beginning of May maybe end of April and was just like, hey,
I would love to bring you on the team like we’ll do a trial period, we do trial periods here. So whenever we bring someone on, we do like two weeks just to make sure like they’re the right fit because phone calls and even like in-person interviews. Everyone’s on their a game, you don’t know someone until you work with them for a little while she was like I’ll bring you in for a two-week, trial, period, we’ll see how things go. So, I came into the office. A few days before reopening, just to kind of learn how the flow went like the charting system scheduling patients. Things like that. And then when we reopen, the way, we do things at your face, is any new providers have to assist doctor freleng. You don’t just come in and start injecting, which I also think is super important because it’s hard to go from never doing anything. Aesthetics wise to then be like, Oh I’m going to inject. And you think like all these patients are going to come in and be lining up at the door to see me but that’s not true.
Sure some lower basically I assisted her for about three months. I worked full time. I was here. I’m I’m here Monday through Friday. I would assist her and that was how I learned like all the different treatments how she spoke to patients how she educated them. I learned about the different fillers the different neurotoxins our skin care products how to describe them to patients. And I think doing that truly sets us apart from other providers Bernoulli industry. So I assisted for a while before I could even begin seeing patients and then I eased into doing skin health treatments. First I would do like Hydra facials laser dermaplaning things like that. But then once you felt like I was doing a good job, I was comfortable what I was doing. Then I eased into doing neurotoxin
It’s some trainings with her on that slowly started. Accumulating patients and then easing into filler. But I think doing it that way allowed me to progress in the way that I did, because I wasn’t a deer. In the headlights, I didn’t have five million things going on at once and you’re learning how to do neurotoxin and filler and all these other things,
Cameron Hemphill– right? Right. No I think that’s a really good point. Like going through the Journey in this sense of hey understand. Hey is it a culture fit? Right? Mark. Long-term like a checkbox like We’re not checkbox, right? It’s huge. And then understanding the flow of the practice, right meeting someone going to the patient room the checkout process. I’m sure that you went through that understanding the products understanding like learning about patient flow, I guess it takes experience, right? And then. Okay, now I’m going to get into Hydra facial, which is like,
You know, I guess less nerve-racking than your uncle right. You know, injecting anyone and I checked with you when you’re building up the, I like that cup. By the way also so fancy. Oh yeah. I gotta get me a growth Monday night. Absolutely. But no understanding like building up the confidence so I agree. So you know if if for those folks that are listening like that’s a great great take away right there when it comes to hiring new providers and then building up that confidence for success,
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 you’re listening to Medical millionaire, you are obviously looking for the wedding.
Most effective ways to take your med spot to the next level in both profit and customer success. Enter growth ninety nine University ranging from online education courses all the way to the full suite of marketing and web services Growth99 has your medspa covered no matter the challenge NJ is 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 Growth99 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.
Krista DiLorenzo-– Absolutely. And it was a way for me Do things to help treatments at first, I was able to get patients in for that because it’s something like, you know, it’s a facial. You still want to go to someone that you can trust with it but it’s not as intimidating as injectables, right? But what we found by me doing that, was I gained a lot of clientele would come in for those treatments and then they would get to know me and they would trust me and they eased into injectable patients with me. So it was a way that I think I was able to grow my clientele. Pretty quickly because I had people who are you were coming in and trusting me got it.
Cameron Hemphill– That’s a really good point. So they’d come in, get a hydra facial done or something of that nature while that’s taken place, I’ve had a hydro facial probably need another one but if we all do it’s a great like it’s a great place to have conversation and educate them on what could be right and build up that build up that trust that quick friendship if you will write like Because it friendship kind of starts right?
Like way. It’s all a friendship. It’s interesting. Like like I’ve noticed I had become talkative when I’ve gotten a service treatment done. Yeah. My wife owned a salon for years and she’s like my clients would come in and just like, talk about every yeah, they’ll tell you everything. It’s like it’s the best, right?
So yeah. And then you were able to basically build up that report and they would turn into To injectable patience and your clientele grew from there. And I’m sure a lot of word-of-mouth referral came from from that as well.
Krista DiLorenzo-– Really. I just like, which is great but I think that was a huge. Takeaway for me, is a lot of people are just like, I want to inject, I want to inject, I want to inject and they don’t want to put in the time and the effort to like, I just assisted. At first, I didn’t do any aesthetic treatments on any patients. I was just assisting learning the ins and outs the office. Then I did skin color treatments then I got to inject but I personally believe like that’s what made me the provider that I am today.
Cameron Hemphill– Okay. Let me ask you a question on that. Well, why do you think that people want to just they just want to get into starting checking ejecting ejecting instead of like putting the blood sweat and tears to get to injecting or you know what I’m saying? So yeah,
Krista DiLorenzo-–I think money is the thing. I think injecting seeing it even like on social media like it looks so fun and it looks so cool and the before and after is like they’re amazing. But I don’t think people realize the work that goes into it, right? And I think it’s also hard when you come into ascetics when you first start you don’t have any clientele. You’re really not making any money and that was something like I went through I came in and I went from making good coven pay at the hospital to making nothing at all. But I’m okay with that. I knew that and doctor feeling always said like hey work hard and
Do the best you can like the clients will come and you’ll make more money. Awesome, let me stop you right there. Hold on
Cameron Hemphill– Do the best you can like the clients will come and you’ll make more money. Awesome, let me stop you right there. Hold on. Sorry you you making some great points. Like you went from making good covid, pay, it’s called at the hospital. I’m a you are comfortable. How do I to stepping into an area of unknown? Hmm. Knowing that if you continue to invest in yourself, The future would outweigh the a covid pay. Absolutely, that’s awesome.
Krista DiLorenzo-– Yeah, and I think that’s what sets people apart is like if you’re coming in here and you think that you’re going to get hired and start making all this money immediately, that’s where you’re wrong. People don’t line up at the door to come. See you, the minute you start injecting, right have to put in the Blood, Sweat and Tears and take a little bit of a pay cut and like overtime. Yeah. It will happen, they will come, and it’s so worth it. But
I honestly believe like whenever we interview people on, like, okay, what are they saying? Like we’ve had people come in and we’re like, why do you want to be an Aesthetics? And like, well, I want to make a lot of money and it’s like, all right, red flag. Number one, not the right fit for us.
Cameron Hemphill– Uh-huh. Uh-huh, I love it. How many other, how many, I mean, how many people are in the office doing injectables right now?
Krista DiLorenzo-– We have myself dr. Feeling. And then we have two other nurses as well.
Cameron Hemphill-In are they as busy as you are the other two nurses.
Krista DiLorenzo-–They’re a little bit newer, so they’re kind of getting up and running. One of them is been here since the winter of the other. One started just a couple months ago. So they’re in there like skin health treatment face. They just started doing detectable as pretty recently so they’re getting up and running and they’re doing great.
Cameron Hemphill–Doing great and and do you find yourself kind of mentoring them a little bit as well?
Krista DiLorenzo-–Finitely, yeah, I think it’s where I’ve been here the longest other than doctor feeling like they’ll definitely come to me with any questions or if I can train them on things. So that’s super fun too because it kind of gets my brain going like, okay. Wait, I forgot when I went through this like this is what it was like and this this information I can pass on to you that I wish I knew at the time
Cameron Hemphill–or yeah very cool ways to teach I guess or you’ve had an incredible mentor actually. Yeah such a cool lady like well what ah, what a neat experience you’ve had. That’s that’s amazing fun. It’s a fun one. Yeah, I’m sure the offline we have a blast and will also work hard. So it’s a good mix of both which I also think is super important. Yeah, absolutely. Okay. So as you
You went to the area of unknown, you’ve build up the clientele before we jumped on here. I was like, hey, how much time do you have? Because I know how busy you ladies are. And you’re like, I mean, I’m here Monday through Friday, I am book. So her box and visiting booked in busy. So going from unknown K. This is scary. I’m going to get, you know, comfortable, being uncomfortable to. Now, I’m sure you’re extremely comfortable, right? Maybe even too comfortable, right? And we can talk about that in a and because I want the audience to understand your journey. Yeah, because it’s a really cool story that I don’t think that, you know, like the audience gets to hear a whole lot.
Of that process from because a lot of people go from as, you know, being in the hospital to wanting to get into ascetics. Yeah. And they fall on their face or they think that the grass is greener on the other side, where maybe the hospital was actually better for them because of the stability, and maybe they’re not really an entrepreneur, or whatever, what’ll it be cases. But you get into the area of unknown, you get yourself, you put yourself in a position of being uncomfortable to get uncomfortable, which is going to push you in the envelope. As a Person and every angle. Hey now, let’s fast forward like let’s call it two years, okay, so now you’re in here to talk to us about that process of like you’re starting to get busy. Yeah. And and shit’s getting like overwhelming. Yeah, okay. So I want to hear about that.
Krista DiLorenzo-–Um, It’s a lot I think now I feel Isola time, like I have no brains as I went you go from like not having a ton of clients, like maybe you have like one or two clients a day when you start if you’re lucky. And it’s like you can put so much into these patients and you have all the time in the world to spend with them and educate them and do all these things. And then once you get busier, it’s a lot harder to do that and you don’t get to spend as much time as you may want and with patients. Ah, I like to make sure my patients, like are beyond educated on everything they’re doing. They’re so happy with their treatment. It’s definitely tougher when you get busier. And I think you have to sit back in Look it like what’s important to you but I think helping the office is the biggest things. Like we have a medical assistant. Jen, she is amazing. She’s so helpful. She’ll help like consent, my patients, take their photos just different things that you can help assist me with. So I went from being the assist to now having someone who can help assist me and that’s huge.
Cameron Hemphill–Yes, yes. I want to talk about that for a sec. Yeah, but having Jen. I’ve never met gen. Hope you’ll have the opportunity to hear some great, but But it has she been able to put you in a position to obviously like do more appointments throughout the day with he’s right definitely and give those patients who experience my dad. Like what? Like that? Let’s say at one point in time you’re doing two or three appointments a day
I don’t know how many you’re doing a day now, but let’s just going. Let’s just say, going from 2 to 3 to 6 to 10. For example, I’m just saying that’s double the amount of work, right? Or triple whole, if you didn’t have her, would your patient experience would probably advise?
Krista DiLorenzo-–Yeah, it would be tougher. It’s hard because it’s like, even if you had one patient that shows up late, even if they’re only 10 minutes late, I mean, that’s 10 minutes, that you’re now like, okay, I need to consent. You, I need to discuss the treatment. With you. I need to take photos with you and you do the actual treatment right after photos. I need to give you like post-treatment, Carriage of different things like that and even though someone scheduled for one thing, they typically come in and they want to talk about something else or they want to do something else.
So by having someone who’s able to help me I can do more than one treatment and an appointment if I deem that I’ll have enough time. I don’t like being late for patients. Um, I mean you’re paying to come see me. I don’t want you waiting super long to see me for money little bit late. It’s okay because I have a medical assistant. Oh start my ex patient for me so that by the time I’m finishing up, I could just talk to the next room and be ready for them and you go. Oh definitely would be a lot tougher if I didn’t have someone alongside me and I don’t think that I would be able to see as many patients in a day as I do without or or I’d be dead at the end of the day. It’s exhausting.
Cameron Hemphill– It’s exhaust Austen. Yeah. I mean you got to have a steady hand. You gotta be fewer guys ready to roll and it’s multiple conversations a day, right? Yeah. I mean you made a point earlier like I feel like I don’t have a brain because everything kind of meshes together like over the throughout the day, right? Absolutely go home like all right, that’s it. No one speak to me. I’m dying.
I need silence silence. Oh yeah, no, I hear like a lot of times, you know, will hear people, you know, that are practice owners are working to practice and they’re not sure where the value of the assistant comes. And I encourage them to listen to podcasts or YouTube like this because it’s it. You can see how you can’t scale without it. No, it’s not possible.
Krista DiLorenzo-–So valuable to have someone assisting you like I’m sure it’s a hard jump to make when you’re used to not having someone but once you do then it’s like oh my gosh, what would we ever do without these people? Like they’re so helpful and they play such a crucial role in our office. At least I’m sure any other office that has an assist that it’s like you don’t have them at the end of the day then you’re like oh my God how was I doing all this on my own before and why? Like I’m making so much more work for myself but I don’t need to Okay.
Cameron Hemphill– So you can? Yes, and so almost three years. So when will three years before you June, all right, that’s coming up. We’re almost there. Oh my gosh, I can’t believe but I feel like we just turned. 20 23. I know it’s crazy. I can’t believe it’s going to be like May next week. I know whatever it is. I don’t even know what day it is anymore. But yeah, it’s crazy. Are you guys going to aesthetic next? Yes. Okay, cool. So I’ll see you there in a couple of months. Absolutely. Okay, cool. And you guys are having your own conference.
Krista DiLorenzo-–Yes, face alive will be amazing. It’s a little bit of everything ultrasound cadaver, all of the things, December 1st through the 3rd in Massachusetts.
Cameron Hemphill–Okay, very cool. Well, we are, we have committed to come, see you guys then
Cannot wait. It will be a pardon. That’s right. You have to show us where to go in Boston. Yeah, definitely thoughts. I’m sure you guys know the local course very cool. Okay. So last question for you. I know you got to you got to run because you got an appointment coming up. Um thirty or coming up here in June. It’s gonna be here before you know it. Where like okay, I guess two part question. Are you as are you as excited now as you were about the thought of getting into ascetics?
Krista DiLorenzo-– I I mean, yes, I feel like now I’m so like I’m so much going on that I’m almost like now I feel more like a deer in the headlights. So I’m like, oh my God, I’m so much fun when I don’t know where to start. I started and peaceful in January. So school on top of full-time work. It’s a lot of Planning and being organized and just a lot going on. So I’m definitely excited. I feel like at this point in my career, I’m excited about like doing Hands-On trainings and going to different events in just like being the best that I can be in constantly like upping my techniques and learning different techniques, or just like making my patient experience better. So I feel like, yes. I’m so excited. It’s totally different. When you first start, it’s an excitement. That’s like, oh my gosh, I don’t know anything. I want to learn all the things now. It’s like, you know, more than you think you do, but you’re also still constantly learning in this field.
Cameron Hemphill–Yeah, no great Point great point. You always have to just there’s always Always something else to learn, right? They get your like it’s never end. It’s never done. You know, there there is no end point every week. There’s Something New out on the market. Uh-huh. We evolving. Yes. Very cool. Okay, so how many So your Monday through Friday. Yep. Okay. And so, how many, how many patients we see today?
Krista DiLorenzo-– I don’t know. Let’s say, I’ve no idea. I just take it day by day, I’m like, I just show up to work and whatever is there is there? That’s amazing. Hold on. I would say I probably have depending on what I’m seeing patients for. Like our talks appointments are only Like 15 minutes fillers, 30 consults, r45, probably, let’s say my things loading,
Cameron Hemphill– you can just give me a guest but I’m just curious Krista DiLorenzo-– I would say probably like at least 12 patients a day. Cameron Hemphill–Yeah. So you’re slamming, Krista DiLorenzo- you’re jamming. It’s a bit, it’s a busy schedule. Usually, there’s no time for lunch.So going back to back and looks like this. I have a little I have a little break having this so this is fun.
Cameron Hemphill– Yeah, absolutely. No, I appreciate you you coming on and it means a lot because you know, like that’s what people want to hear is they want to hear what is the journey like what is the leap look like? What’s the best way to do it? And if you’ve done a really good job Krista of first off reaching out to somebody that’s you know, well known in the industry has a great background motivated great personality cool, right? Um, you know, and then the ability to continue to to to March and continue to crank and I mean it sounds like you’re just you’re just I’m going to continue to thrive you just keep doing what you’re doing. And I mean sky’s the limit.
Yeah, absolutely. No, I appreciate you you coming on and it means a lot because you know, like that’s what people want to hear is they want to hear what is the journey like what is the leap look like? What’s the best way to do it? And if you’ve done a really good job Krista of first off reaching out to somebody that’s you know, well known in the industry has a great background motivated great personality cool, right? Um, you know, and then the ability to continue to to to March and continue to crank and I mean it sounds like you’re just you’re just I’m going to continue to thrive you just keep doing what you’re doing. And I mean sky’s the limit.
Absolutely. That’s right. So for the audience out there, guys, I mean you heard it straight from her, you heard her story and you know, I’m sure she’s very successful and, you know, she’s young and smart and, and I’m excited for you, so congratulations. Yeah. So where can people find you?
Krista DiLorenzo-– You can find me on Instagram nurse are stuck. A are is TA g face. MD, you can come to Massachusetts. And finally if you really want But I’d say those are the two places that are easiest to find that Cameron Hemphill– So you heard it. Go follow her on Instagram. Thank you so much for joining guys. Until next time. We appreciate it. Like I’ll see you here in a couple months. It sounds like right everybody. Appreciate it. Have a wonderful day. Until next time happy injecting
