• Why financial frugality and methodical growth trump rapid expansion in the med spa industry
• How staying true to your aesthetic philosophy can drive long-term success
• The power of putting service over sales in building a loyal client base
• Strategic approaches to generating authentic patient reviews and referrals
• Why choosing significance over success leads to sustainable business growth

Transcript: 

This is medical millionaire the podcast, helping your Med Spa increase in status, visibility and profitability. Join your host as he dispels myths, 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,
hey everybody. Cameron Hemphill, here your host for medical millionaire. Hey, first off, thanks so much for taking the time to tune into our podcast. Our goal is to give incredible value and insight in the medical spell market. So if you’re an injector, you own an esthetics practice. This podcast is for you. My team and I, we consult with with injectors and practice owners all over the United States. And we hear the challenges, we hear the successes,
and we internally incubate that, right? So when we hear that stuff, we want to actually talk about that collectively, internally. And then how can we put together valuable content to push that out to you, no matter where you’re at within your business or your practice, to ultimately get to the next level that you’re looking for? So if you’re thinking about getting into esthetics, or you do on a med spa, you’re trying to go from one location to two or three to multiple, whatever your plan is, our goal is to give you value, and throughout this journey, we want to help take you to the next level. So I have a really cool client and guest on this show today, and I want to introduce her. So I have Dr Hillary Taggart with
us today. She has been injecting since 2014
and really been an esthetic medicine, medicine with, you know, Botox fillers. She worked for a plastic surgeon, and she has been able to position herself to go out on her own and create a very successful practice. And so, Hillary, I’ll let you talk more about that. Welcome to the show. Awesome. Thank you so much. Cameron, I appreciate you having me. Yeah. Thank you so much. And I know that you’ve been a client with us for quite a while, and we value that, and so you’ve been through the whole process of like building the website, the digital marketing, like having tremendous amount of phone calls with with myself, my team, and so we’ve really developed a great relationship for I want to say it’s been over a year. I’ll have to look but, but I know it’s been been longer than, I think it’s been close to three years. Cameron,
three years. Okay, well,
I’m trapped in, like the COVID, like, I guess, Time Machine, where time just seems to be standing still, I guess. But, but no. I mean, we are so thankful that to have you, and I know that you have a tremendous amount of insight and vision, you know, into how you’ve been able to do what you have done. And so take us a little bit down memory lane. You know, how long have you? Have you been in this business? I know it’s 2014 but, but talk to talk to us about that on the granular level. And then where throughout that journey, talk to us about where you are today.
Awesome. Yeah. So it’s a journey, right? Like everything else, it’s a journey. I think oftentimes, when we look at people in a snapshot of time and see their success or where they’re at, it can be easy to think like, you know, while they got there so fast, or you don’t really see all the behind the scenes, blood, sweat and tears to get to that point. So I started in 2014
kind of dabbling in it. I did. I worked for a plastic surgeon, and then I also went and worked for one of the top medical spas, and including one of their
their training facilities as well. So I was training in Las Vegas and then also in Salt Lake City. And about three years ago, I just kind of started doing some deep thinking and evaluating some things in my life, and
made the decision to go ahead and leave and go out on my own and start my own business, which was a very, very scary thought, but wow, it has been incredible, hard, lots of challenges, but really, really fun and extremely rewarding. And so I’m, yeah, just coming up close to my third anniversary, being out of my own I’ve just expanded about six months ago, rebranded.
And yeah, it’s been a really fun, wild ride, but I’m in a really, really good place, and I’m super excited about where I’m at right now and continually to add and grow every day.
Yeah, that’s, that’s awesome. I mean, it’s, it’s cool to have to have a client friend like you that.
Has, basically, you’ve had this vision, you’ve have the passion and then to see it through, through execution, right? I think a lot of entrepreneurs, or entrepreneurs, even if you will, they have these ideas and and they have a great skill set, and if you don’t take action, a lot of times, you’re not able to see that passion and skill set enter the marketplace and actually give value to the people that need it most, right? And so I talk with, you know, entrepreneurs and business owners daily, obviously in this space, and then even outside of this space, I talk with other folks and mastermind groups that I’m affiliated with. But
there is that challenge of taking that leap, you know, and and I’ve seen that I’ve kind of watched, obviously, from the digital marketing standpoint, and helping with with the brand and stuff like that. And you’ve always stood out to me in the sense of you’re methodical
and you’re a forward thinker, I guess that’s a that’s a way that I’ve looked at it internally, is you, you’ve had this idea. It not just like I’m going to start a business or go out on my own, but other ideas on a granular detail, like hiring somebody or creating a brand or a location or like, what technology am I going to use, what processes am I going to implement? And it’s been cool to see that and
where you are now, and excited to see where you’re headed. Well, thank you. Yeah, I think it’s that’s an astute observation. I think that there’s three things that I think
have really made a big difference with it. Number one is goals. I’m a huge goal setter. It’s interesting. Even when my husband and I nine years ago, when we first got married, we were just reflecting on this. And mind you, he he has an undergrad in finance and an MBA. But a couple weeks after we got married, I sat down, I said, Okay, where are we at financially, and what are financial goals?
And he kind of laughed. And you know, if we said, Okay, we’re gonna save $1,000 or something, you know, or, you know, $100 a month or something, so in a year, you’d think, okay, 1200 why? I’d say, Well, we’re gonna have 1500 and he’d say, Well, how are we gonna have 1500 if we’re only 700 a month? And I said, because we will, because things will happen, and we’ll have it. And it’s so funny, because it’s, it’s always happened. And so I’m a, I’m a huge goal setter. When I left the medical spa, and I was terrified, you know, I had no, no idea how many clients would follow me, and I was, I was kind of broken. I’m not gonna lie, I was kind of broken when I left the Med Spa, I had seen a side of the industry that I I didn’t particularly love, but I set a goal, and I said, You know what, if I can just do X amount per week in sales, and I kind of calculated out what that would mean for my take home and for my family. And so I thought, You know what? If I can do that, it’s fine. And it was a fraction of what I was making it the Med Spa. But I just thought, you know what it’s I want happiness. I don’t want money.
And that was two and a half years ago, and I very often in doing just myself in injectables, five to six times that a week. And even this last week, I did some different things. I did 11 times what my goal was originally, two and a half years ago. So goals, yeah, I mean, goals are huge for me. Goals are a big one, but the second one would be, like you said, process and methodical and slow and steady wins the race, right? I mean, I didn’t sit there and just, you know, bang it out and try and stress and get thought, I definitely took a dip of how much I was making for a little bit. But because I was slow and steady and very methodical about the way that I did things and the way that I created the type of environment that I wanted to it’s it’s returned to me exponentially. You know, my growth I’ve seen is exponential. And then I’d say that the last one that
is probably the most important one is,
is, is, actually, is financial frugality is for me personally, and this and other people might be wrong with this.
I come from a father who was very, very financially frugal and taught me to be very good with my finances. So I know that there’s a lot of med spas that I’ve heard from talking to friends or people in the industry where you start a med spa and you think, Okay, I got to buy this machine, and this machine, I got to offer this, and I got to offer this, and $500,000
later, you’re opening a med spa, and I get it like definitely, it’s required some capital for me to do this,
but I’ve been very cautious with the capital that I brought on hand, because what I’ve maintained is I don’t want to have to work to pay bills. I want.
To work because I love it and I’m making money, and so it’s put me in a really great position to enjoy as an injector owner, loving what I do and never feeling like worried, like I have to work. I have to sell this much amount today, because if not, then I’m not going to be able to pay off my machines or my overhead or whatever. So I’ve taken a little bit longer than other people have, maybe to grow, but that’s okay, because I’ve never enduring COVID. When COVID hit, I wasn’t sweating for two seconds. I was able to pull back and not one second worry about financial freedom, or, you know, finances, and instead, I was able to just to enjoy the time at home with my kids. So for me, those are three things that have been really beneficial, maybe not the best way, maybe not the right way. It’s definitely not the way to scale a business, but for a small operation, how I’ve chosen intentionally to have those have been some really powerful points for me. Wow, wow. That’s, that’s, that’s incredible to hear. And you and I are very much like minded when it comes to
the three of those.
Like, I can’t tell you how like like minded we are for, for the goal setting, like, for number number one there. And I wouldn’t put these in any particular order, like, one is more important than the other, probably right? These are just some, some high level bullet points I would imagine, like a goal is,
goal is a dream without action, right? So, so you have the goal, and the goal could be X amount of service treatments, or X amount and revenue, or whatever the goal is, right? But, but then you you calculated it out, you know, you had a plan, and then you put that plan into action. It’s, it’s, there’s a map and the roadmap, but then you have to actually, like, take action order to see it through. And and I completely agree. I go through my goals every single morning, and it’s kind of funny, like, once you accomplish one of those goals, and then, like, you just check it off the list, you’re like, Wow, that was a goal at one point. Now it’s just done. What’s the next goal?
That’s always like, caught me by surprise sometimes,
because you if you’re constantly working on them, then your goals turn into achievements. That’s super neat to hear. And then the process, the methodical, slow wins the race. Big fan of that. I’ve always been said like when we hire people at growth 99 we’ve always been,
we’ve always been slow to hire and quick to fire, actually. And I learned that from one of my mentors a couple years ago.
And I’ve kind of used that philosophy for other decisions that that we made as a company as well. And I don’t think that you have to hit the ground running. And hey, you know, we got to, we got to build this thing overnight. You know, things are built with, with a plan and then, and then having the discipline and the consistency to see that plan through right, and showing up and executing. So I agree 100% and then the financial frugality like
that is that really hits home for me actually, you know, I’ve actually talked about this a couple times offline, but
to really, you know, put yourself in a position to where you’re you’re not financially stressed, right? You don’t have to say, Okay, if I don’t hit these goals, like, I have these payments coming up on these machines and and that can almost like, impact your performance, right? Like you’re, are you stressed out when you’re actually conducting a service treatment on somebody’s body, you know? Or are you doing it with passion? Right?
People feel it. People aren’t stupid. They can. They may not be able to articulate it, but if I’m, if I’m sweating because I think, oh, you know, I’ve got this $4,000 payment coming up on a machine or something. And I’m a little bit short because I took a vacation or whatever. So I think to myself, Okay, I got to upsell this client. People feel it. It’s palpable. And I tell you this because one when I was when I was I’ve been taught previously at other places, that’s money, money, money, sell, sell, don’t it doesn’t matter how much people their budget is, just sell them
and and then not loving working in that type of environment. And then it’s interesting, because as I’ve come and I flipped that on its head, and I’m very kind to people and just say, whatever your budget is, like, Sure, obviously I’m going to educate people and say, like, look to do a full correction, it’s going to be $3,000
but then I will say, but I understand that can be a lot of money for some people, and if that’s not within your budget, let’s talk about that, and let’s see what we can meet your needs and discuss it. And I have in depth conversations, and people say to me, just the other day, I brought something up with somebody, and I said, Okay.
That’s gonna be about $1,400 and she said, you know, my budget today is 1000 and I said, Great, I’m happy to work with your budget. I understand that money doesn’t grow on trees. So within that budget, I would rather, or I would rather, treat you properly than under treat so let’s pick two out of those three areas that we just discussed, and then you can save up and come back. And that creates trust. And then when I have that trust, I’ve I’ve got that client for a long time, because she trusts me, and she knows that I have her back and that I appreciate and understand and I’m not going to take advantage of her like many other places will. And so I think that’s also been a key component to my success is,
is understanding where people are at from both a natural standpoint or whatever type of results they want from a financial standpoint, so that I establish trust and rapport with my clients, and then I retain them because of that. Yeah. I mean, I would assume that you have generated a tremendous amount of referrals through word of mouth, just by setting like transparency and correct expectations up front, where it creates that trust, right? Yeah. I mean, just, you know, a couple weeks ago, you and I were chit chatting about expanding some different stuff, and you kind of mentioned, you know, have you thought about paid, you know, advertising. And my response is, I have no desire to pay for advertising right now. I’ve actually, I’ve never paid for advertising. Obviously, I’ve used your services for SEO for my website, which you’ve done a killer job on, and has made a huge impact on my business, and I’ve worked with influencers, but I’ve never paid Yelp or Google or Instagram or anything like that. And I think a lot of that’s because, I mean, I know that I track my referrals, and I would say probably half of my clients that come to me are word of mouth, and that’s powerful. I mean, we all know in marketing, that’s the most powerful marketing tool, and that just becomes because when you do a really good job.
And when I say really good job, I’ll throw it out there and say, I don’t think I’m the best injector, the perfect injector. I’m definitely there’s other very talented injectors in my in my area and throughout the US, but I do think that one of the areas that I excel in is my communication with my clients, and my trust with my clients, and my ability to work with clients of all different
places in life, with all different desires, concerns. And because of that, I’m able to meet their needs. And whether that’s client that’s coming in and they can only afford $200
or I have clients that are spending 20, $30,000 with me, you know, a year. But I just adapt myself to meet my clients needs and communicate effectively with them.
I that that’s, yeah, I mean, 50%
you know, referral base is huge. That means that, you know, you’re, you’re definitely doing something right and people enjoy that. And the last thing somebody wants to do is send a referral that where they don’t feel confident. You know, if you feel if they feel confident that, hey, no, you have to go see Hillary. She, she’s she does all my stuff, she’s going to take care of you. They feel confident in them, and then you take care of them, and then what happens is, then they refer you other business, right? Like people are connected to so many people, especially where we are, yeah, right,
that’s right, Salt Lake City, for sure. I mean, well. And I think another important thing with that too, is that I’m very careful to stay on brand I and who I am as a person. Like, if I tell people when they come in, I say, I’m natural, like, Look at me. I am. I am a a J Crew of med spas, right? I’m not a hot topic Med Spa. I’m not a forever 21 Med Spa, like, and some people will say I’m playing, and some people will say that I under treat and, and that’s okay. I’m very natural with it, because that’s my esthetic. It doesn’t mean it’s the bestest. It doesn’t mean it’s the right esthetic. So there are times that if people want really big lips or Kardashian type of outcomes, I refer them and say, You know what? I may not be your injector, because that’s typically not what I do. Because, again, my brand is natural. I had somebody that was mentioned to me one time, you know, you should show bigger lips on Instagram. People want bigger lips. And I said, you know, I get that. People want that, but that’s not me. That’s not who I am. And so although I could gain a couple of followers or a couple of people from that, I would also lose people. And it’s more important to me to stay on brand with who I am as a person and the type of injection styles I’m comfortable with and that I like, I like I said. I do have plenty of girls that come in and like that little bit of a more popped look, and that’s great, and they’re wonderful clients, and I’m happy to meet their needs. But that’s not who.
I’m going to advertise that I treat I’m going to and so sometimes I save money by sending people to other people, because if they say, Oh, who does your work? And they say, Hillary, and in people’s mind, they say, Oh my gosh. You know, that’s way overdone. That gets out into the community too. Yeah, very, very true. Very well said, absolutely. I mean, and that’s not what you’re selling, right? The last thing you want to do is, like, put something out there on a social media platform. That’s really not what you are comfortable doing, right? Yep, almost like, it’s
almost like a false advertisement, in a way,
you know, if people start going down that path. So I think that’s great. I mean, you’ve you’ve stuck with your core competency, you stuck with what feels right and good to you and and it’s definitely worked in your favor and in your client’s favor, for sure. And so
this industry, I think there’s so much of like the I mean, obviously, with any type of beauty, there’s always going to be trends, right? And so there’s, there’s trends, there’s different esthetics, and people feel like, and I think the industry makes you feel like you have to offer everything, and we, especially if you’re growing or starting out, you want to be able to do everything. You don’t want to turn down a client, right? Because that’s that’s potentially revenue. But I think that some of the best business decisions that you can make is actually being very cautious. I had a client last week who was she was a very nervous Nelly, and she’s coming to me before, and she Oh my gosh. She was so anxious, and she was talking about this and talking about that and talking about these different things, and she didn’t really know what she didn’t really know what she wanted, and then she mentioned her under eyes, and I finally just flat out said to her, and I said, Hey sweetie, just so you know, I said, we’re not even going to go there. I won’t do your under eyes. And she kind of took a step back and she goes, why not? And I said, Because you’re too nervous, and you fixate on things, and you won’t like the job that I do, because you’re just going to fixate so I’m just going to save you, and I the hassle, and I’m just not going to do your under eyes. And she looked at me a little dumbfounded. But the truth is, is, when you’re in this industry long enough, like you’ll hear other injectors say it like, the best money you can save is turning away those quote, unquote Karens, right? Because know that those clients aren’t going to be happy, and so the couple 100 bucks that I could make for that is not going to be worth it, with the headache that I’m gonna have to deal with her, and then with her potentially saying, you know, that she didn’t like it, or even just the process of me injecting her and her freaking out over the first couple days of swelling and bruising, the things that happen. And so again, I think just being very cautious with who you choose to inject, but a lot of that comes from clarity within yourself. So something that’s really important when you’re starting out is to ask yourself, Who am I as the type of person, and what type of people do I want to attract to my business? And so, you know, there’s other med spas in the area that do a really good job with their marketing and their branding and their niche is completely different, even, dare I say, the antithesis I want to do. And again, that’s not right or wrong, good or bad, that’s just what it is. And so they do a really good job, and they’re very successful because who they are. But there’s other people that don’t agree with that. That’s not their esthetic. I always kind of go back to, you know, do you like purple hair? Or do you not dye your hair at all? Some people like purple hair, some people like rainbow. Some people like natural and so go with what suits you, because you’re going to attract those type of people.
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Absolutely. And I think that also, I mean, that’s, that’s confidence within yourself, right? It’s like, hey, look, I can go ahead and do this, and I already know it’s the wrong decision because of, like, the backlash that’s going to come from it in multiple ways, right? And be like, No, I’m going to own my skill set. I’m going to own my trade. And this i You’re.
In my chair. Basically, I’m going to consult you, right?
Yeah, I’ve seen my wife do that a lot. She’s been in the hair industry for a long time, and she’ll just, she’ll have that exact conversation. No, I’m not going to do it. It’s not going to look right. Let me just do what I what I do, because this is going to be a process, and I’m trying to avoid, you know, any shortcomings down the road, and you’re right, that comes from the clarity within, that comes from the confidence that comes from experience and and thinking long term, right? Instead of like, oh, that quick couple 100 bucks or whatever, 1000 bucks. Okay, cool, I can buy a new toy or whatever, right? But you’re ultimately just creating long term damage, is what you’re doing. Yeah, yeah. I completely agree. So, so I want to talk about one thing really quick. We’ll just pivot. But you, you said that, okay? Like people come in and even before they open up a med spot, like they got, hey, I got the new Morpheus eight, or I got this new laser. I have to, I’ve heard it too, by the way, I have to start making sales right away, because I have these, these payments coming up. You have not done that. And so as you have, you know, as you came in to this business,
you know, by yourself, did you start out with, with just doing mainly injectables or and then, basically, like, living through that financial frugality put you in a position that to then say, Okay, now I’m going to go invest in this type of laser, or talk us through that process. Yeah, so I’d love to actually tell a story. I love I love storytelling. I think it just storytelling metaphors. It just, you know, you could sit there and tell you bullet points, but unless you understand the story behind it, it doesn’t really stick with you. So one of my favorite stories that I really try and remind myself a lot of is my first initial investment in this. Because it’s it’s good, and it keeps me, keeps me humble to remember where I came from. So back up a little bit. The reason why I got into injectables, I just graduated from NP school. I found out I was pregnant. I was 17 weeks pregnant, and I found out that my daughter actually had a giant om fallacy, which is where the intestines are born on the outside of the body. I didn’t know if she was going to live or die. It’s a pretty big birth defect that’s oftentimes associated with other issues that you know aren’t compatible with life. And so I had a friend that was in starting to get into injectables, and she said, you know, you should try this. It’s really fun, it’s good money, it’s part time, and I’ll teach you. And I was like, okay, cool. So literally, she taught me in her kitchen. Okay, it was like a two hour training. She taught me, and I was off and running, which is really terrifying actually, to think about back then. But that was, you know, seven, eight years ago. It was a wild, wild west, and so I was working for
a business at the time that they were going to go to this trade show. And I was thinking, You know what, like, I can work at this trade show, and if I offer Bo talks for $8 units, a killer deal, and I’ll get some good business from it. And then I also a friend of mine owned a lash studio, and so she was renting me a room in this little, tiny lash studio, and she said that she would email out all her customer her clientele base, you know, a couple 1000 people, and we’d throw a big Botox party. So I thought, oh my gosh, this is going to be, it’s going to be awesome. I’m going to, I’m going to make, you know, this big weekend. So I ordered $10,000 worth of Botox. Now, to put things in perspective, I just graduated from an NP program, and I had about 70, $80,000 of debt from that. I was with a complicated child that I had already spent about $15,000 in medical bills racking up. I had a lot of bills at this time, and this is part of my financial frugality. Because I started off a little scary, so I put in this big $10,000 order, and I was terrified, but I thought, you know, between these two things, I’m going to make it up and make some good money, pay off the medical bills, whatever. So I go to the trade show, and I only do about 1500 maybe $2,000 worth of sales. It wasn’t that great. Obviously, I didn’t know what I was doing, you know, and that’s fine. And then I go to this Botox party. Well, the guy that was in charge of sending things out, he never sent it out. So I had my friends and my family show up, and maybe about three other people, and it sucked. Cameron bad. It was really bad. To put things worse, my husband wasn’t there that weekend. His mom was in the ICU, and I fell I mean, it was seriously bad. That was the like, the beginning, like, big bang weekend I was supposed to have, and it sucked. And I like to remind myself of that, because I am, I am very successful now, and I came from my first weekend, be a complete, utter failure, if you look at it like that. So if you’re listening to this and you’re struggling, don’t give up. You got this. It’s not about the big one offs. Pow. You know.
So home runs, it’s the slow and steady. So that was my beginning. Now, eventually, you know, I sold the product, and I was a lot more cautious, and only bought a couple vials at a time in the future. Now, I put in a 10 $20,000 order, you know, every other week. And don’t bat an eye, but it took me seven to eight years to get there, and that’s okay, so slow and steady wins the race. Another point that I like to bring up with this too, that I think that with with creating long term growth, put people over profits, that’s been a really, really big, important thing that I’ve learned along the way, that I’ve looked at other businesses the way they’ve done things, the different places I’ve worked, when you place profits first, which obviously, as a business, I know you always have to keep profits in mind. You’re in business to make money, not just to employ people. So I get that, but I’ve been very cognizant that I’ve been very generous and kind to my employees, and it’s paid back. I mean, exponentially to do that. I mean, I mean she, I’m sure you feel the same. I know that. I don’t know how your inner workings, but I know with being with you for several years, Cameron, I’ve seen the same names on there, and they do a really good job, and your team is awesome. And I’m sure you do the same, like you said, we’re like minded. People come before profits. Because when you focus on the people, the money will come. But you focus on the people, your clients and your employees that you work with, and the money comes, right? Yep, absolutely. I mean, yeah. I mean, you’re, you know, running a business, you have to maintain, you know, profitability and revenue is definitely important, but the service that you provide is what pays those profits, right?
And a lot of times, I even have to remind our employees too, you know, because I kind of, I carry a pretty big like,
customer satisfaction thrown
it’s very important to me that like, everybody’s happy, and I need, you know, our employees to be happy as well. But I sometimes like, and I demand a lot out of my case, a customer puts in a support ticket. Or if they reach out, like, I expect a response immediately. Last thing I want to Yeah, then I don’t want to have a company that’s like, you know, oh, I you know, the customer reaches out. No one replies like that. That’s That’s not who we want to be. The customer will leave. They’re not happy. There’s other people that would gladly take their business. No, no problem. And I hear that in our industry constantly, like, where people will migrate to us, or like, yeah, I put in like, No one. No one replies like they can’t get responses. I’m like, what? Why? So I, I have to sometimes remind our employees. Are like, Hey, you realize who employs you, right? And they’ll say you. But I’m like, no, no, I don’t, I don’t employ you. Our customers employ you. That’s who employs you. So if you want to, you know, if you want to keep, you know, having a good career for long term, like, we have to take care of our employees. Same goes for you. Same goes for any business, right? Like your customers actually pay you. Yeah, they do absolutely do which, you know, I love that. You just said that because I, you know, as I was creating this new website, there’s three things that I’ve really thought strongly about my branding and I have on my website that you guys put on there for me is service over sales. And so when I look at my clients, I look at, how can I serve my clients? And I talk to my staff about that. A lot of of we’re serving. We’re not selling, we’re serving, we’re meeting people’s needs. We’re solving people’s needs. People have problems, and I help them one. I help them articulate it, because people can say, like, I don’t like how I look, right? And then I can ask them, because I obviously am good at what I do. And so I can help them and say, Well, what is it? Specifically tell me this. And then I can dive in and say, okay, so what you’re saying actually? So they say, I look tired. Well, what that means is they have anterior, medial, you know, deficit and the volume loss and and their skin care regime, you know, really kind of or regimen kind of stinks. And so I can articulate for them, but I problem solve by serving. I don’t sell them if I just say, you need this, this and this. I educate them so they understand it, and then the sales come, the profits, the money comes when you serve and when you focus on your client. 100% agree, and I want to read this from your site. It says, We value our clients. We speak to provide with personalized, natural results, with transparent pricing, we honor you by promising to have integrity in all that we do. Our three commitments are number one, education instead of ego, which I love, service instead of sales, which is what you just talked about, and then trust instead of taking advantage. And that’s right there on your right, on your home page. And I know you, you, you know, live in and breathe those three.
The
bullet points right there for sure,
and that’s the thing that’s important. Thing like, again, I’m not perfect, believe me, I make plenty of mistakes. I’ve, I’ve, you know, I’ve,
I’m not the perfect injector, so I make mistakes, but it is important that I put those on there, because that’s who I’m trying to emulate, right? That’s who I’m trying to be. You can put whatever you want, slogan, hashtag that you want, that sounds really good for marketing, but unless you see, unless you live and breathe it, it’s BS and people see through it. So that’s the most important thing. Like, if you want to come up with a cool slogan, you got to live it, and you got to teach your team to live it to otherwise it won’t do a darn thing. You might gain, you might get, you know, somebody in the door, but you’re not going to keep them in the door. And you and I both know it takes what they say seven times the amount to get a new follower than to retain one. So I think, you know, one of the most important things that I can do, that I’ve really focused on is retention. How can I keep people happy? Now, obviously there’s some people that you and I both know you can’t keep them happy, but I will say again, Cameron, there were a few hiccups in the beginning, mainly because of me, where I wasn’t quite sure exactly what I wanted, and you were awesome about meeting me where I needed and then we’ve grown. I started off with a really minimal package, because that’s where I was at. And as I’ve grown, you’ve grown with me and been happy to add different services, and we’ve talked about the price to make sure, you know it works with my budget. And it’s been awesome. And so that’s you’ve retained me for a client for this long because you’ve done what you said you were going to do. Your team is awesome. They follow through. I mean, within 24 hours. Most of the time, things are fixed for me or uploaded or whatever. And so it’s about retention in this industry, especially over the past year or two, where we’ve seen med spas pop up on every other corner. It’s about retention. If you want to succeed in this you got to do a dang good job you really do. I mean, it’s, and you have to build a rapport and a relationship with them,
you know, absolutely. I mean, it’s, it’s hard. You can’t just get a new client, to have a new client, or to have a client fall off, right? Or else, you’re really just treading water. You’re just like, swimming upstream and and you’re not growing, and you’re nearly not making an impact, you’re just working extremely hard to get the same results. So I think retention is is like the most important part of it, because then it also generates referrals, and it exposes it and opens up new doors for different conversation of, okay, like, what else can we do tech conversations? Or, who else can I help tech conversations?
You know, I think that’s that’s extremely important so. And with that being said, I mean, over the over the years, you have been able to successfully generate over 300 reviews on your Google My Business page, I know how challenging that is. Like, does growth 99 have a tool to help kind of, like, automate that process? Well, sure, but that doesn’t mean that they just come at free will, like, you have to work your ass off in order to get those right. Like, talk to me about that. Yeah. Yeah, so. And, you know, I don’t use your tool even though I should, and I just, and I’ve been meaning, again, that’s just one more thing on my list, right as the as the injector owner, there’s just always things to be done. I need to implement that with my other software that I had. I didn’t use your tool as great as it is and as much as I should. I just sent people my Google link. So those 305 star reviews are not me taking out any of the bad ones. Those are genuine reviews, and I and I say that not to be Bose for a prideful but I’m really excited about how I’ve been able to do that, because I do think that I do a really good job. Does that mean that I meet everybody’s needs? No, I don’t, but I do feel like when people when I don’t meet their needs, or they’re not super 100% satisfied with their injections, which does happen to everybody, right? Because sometimes there’s a disconnect, or sometimes there’s bruising, or after the bruising goes down, there’s lopsidedness, right? But the difference is, is I meet those needs, and so I I follow up with my clients, and if they’re not happy, I bring them back in and I do what it takes to make them happy, because that’s important. I’ve never paid my clients or offered them like a discount to leave a review. I literally with my software system that I use, it just automatically sends them a text afterwards, and it says, hey, you know, review means the world to small businesses like mine. If you wouldn’t taking mine taking two minutes, I’d greatly appreciate it. And I think because also being a smaller business, and I’m the face of the name of my business, right? So it’s it’s different, because people know, know I own my own business, so they know it’s not just helping out.
A business where I work, it’s helping out my business, and I develop a lot of relationship with my clients, and so they want to help me out,
and I think that’s been a very powerful way for me to help get genuine and authentic reviews, because if you read them, you know most of them aren’t just five stars. Most of them leave actual really nice reviews, which I also try and be really good about responding to. Because I will say for people that do come from Google, because your team does such a good job with my SEO.
When I ask people you know where, where they came from, and they say Google, they say you have really good reviews, you can tell your clients really are happy because they read the reviews. So I do think that Google and Yelp reviews are critical.
So whatever system people have that allows them to push that so that people can capture reviews, I think that’s really important. I agree. I mean that when I look at the
like we position ourselves to market a medical practice like yours, we try to think of the audience, and the audience is, for the most part, pretty sophisticated, in the sense of, like, they’re, they’re, they’re pretty affluent, not every one of them, right, But, but, but for the most part, they are and they are seeking a provider that basically is going to help them build confidence, and they want to make sure that you are credible, great, and so that the buyer journey that I always talk about is like, hey, look, they they’re gonna eat, you know, however they find if it’s a referral or Google or whatever social media, they’re going to look at your website, they are going to look at your social media. They want to see your before and afters, and they’re going to want to look at your reviews, and they want to make sure you’re credible. And if you can check those three boxes, like conversion happens at a much higher rate. Yeah,
yeah. So it’s important to have that process, and then in terms of just curious, how it we have seen a lot of migration from, like California, other states, coming to Utah. Have you seen kind of like a jump in, in new clients from, from that at all, and totally just Just curious in that regard, for sure, I absolutely have seen a difference. And that’s where you know, the your SEO, for me, has been so powerful because people are looking as opposed to again, historically, word of mouth is definitely an Instagram are the number one, number two source of where I get most of my clientele, for people that are coming in from California, a lot of them, it’s Google. And so having a really good team to make sure that I’m, you know, on the first page, to make sure that my Google reviews, my Yelp reviews, are all really good, and make sure my website is updated. And which I love, because, you know that I’m still trying to work out a lot of the, you know, fine tune a lot of the things with my business hours, you know, update different staff that keeps, you know, that new hires that I’ve had on. So having somebody that is able to keep my website updated as all these people come in has been really helpful, because people don’t want to stay a website. I think websites need to change. They need to evolve. They need to update with new services, new employees, so that it looks fresh when people go there. And I think that’s made a difference is, yeah, we’ve definitely seen an influx from California and the east coast as well, but a lot from California. Yeah, yeah, okay, yeah. I was curious to, I mean, there’s, there’s so much migration going around, around the country, and I know, like, I mean, particularly where we are, where they’re coming from. So, yeah, I mean, I think it’s like to have that relevancy. And these people, you know, depending on where they come from in California, I mean, they may have had their well established injector that they just had to just break up with because of their moving and they want to find that provider that is going to fit their specific need, that is credible, right? So, absolutely yes. So I think another key component of migration, though, is there’s another type of migration in this industry, and I’ve seen a
big trend. I mean, since I, since I left, and I was one of the first, I think, in Utah, around that time, to leave a big med spa and come out of my own. And now you’re, I mean, I’ve helped five of my good friends leave med spas for the same reason and and I think you’re seeing a big migration of clients that, instead of wanting to go to the big med spas, wanting to go to individual providers.
And not everybody might agree with
that, with me being my own, you know, injector own. I’m a big fan of that. And so that’s been another portion of it as well. And so I think having, if you’re an.
Injector own practice, making sure you know that you’ve got a good website and good team to help you with that is critical, so that people can find you instead of just, oh, where’s a med spa near me? You know, find you as the injector. That’s a really good point that people definitely should invest in, like those keywords that have to do with your first and last name, and then, like, putting injector around it, right, or Botox, and I could have an entire freaking conversation around that too.
I see a lot too. I mean, I even see a lot of people leaving hospitals right now where they feel like they haven’t been treated well, and they’re very talented, and they want to do their own thing. And
so definitely within the industry itself, I see tremendous amount of people wanting to do their own thing,
and they absolutely can do it, as long as you know, they do what you’ve done, you know, they put their head down, they get to work. They believe in the process. They have their goal setting, they have their
methodology, they have their financial frugality, and see that through. So I think it’s, it’s really cool to see
where you are now. So, and I’ll let you go here soon, but just curious. So two to five year plan, here’s where you’re at. Now,
I know that you have, you’ve kind of gone from, hey, this is Dr Hillary Taggert to now you have, you know, your your new brand that has been launched, and you’ve brought on some, some pretty high level employees and talented injectors and estheticians.
What? Where do you go from here, like two to five years? What does that new goal look like? So what I’m going to say is going to be completely backwards, and I totally understand that this is, I’ve always been the type of person that goes against the green Cameron.
And this, this is not going to be everybody’s. This is not most people’s.
I personally, because of some things that have happened in my life, a couple years ago, I chose and made a commitment to myself that I would choose to like live a life of significance instead of a life of success, and that I would focus on significance. I’m at a point where the amount of money that I’m making I’m very, very happy and content with. I’m at a place very fortunately, where I don’t sit there and I think, okay, I want to make more money. I mean, at this point, like, All my needs are met. You know what? I mean? Like, we are so blessed in this country. We have so many opportunities. And honestly, like, I just feel really grateful for what I have. So I don’t sit there and say, like, oh, man, I My business is going to double again. I mean, it’s doubled the past couple year, year over year growth. So to me, yeah, if I double it and do a couple more X amount. You know, what’s that going to do for me? Sure, I could buy a second home. I could buy a sweet ski property. But is that what I need? I don’t know. I mean, sure the money will probably come. My goal for the next two to five years is to bring on some employees and help them build their own businesses in a way that’s very powerful for them. My esthetician. I pay my estheticians about two to three times the national average, and I bring them on and help them kind of have their business within my business. So my goal in two to five years is to have, probably, I don’t know, maybe five more people working with me on my team, building their own business
and making good money and supporting their families. Because I to me, I guess
that brings more joy to my life than another 100 or $200,000 a year. Because really, this life is about people. It’s about people. It’s about put connections, and it’s about doing good. So I maybe have a little bit more philanthropic side to me, but I’ve experienced enough things in my life that I feel fortunate that I just want to help others. Cameron, that’s huge. I mean, you say now you give me chills. It’s, it’s awesome. I mean, it’s, that is exactly what, what life is about. I mean, the significance over success. I think that’s that’s very well said and putting, I mean, imagine the conversations you’ll have with these, with these people, you know, 234, 10 years down the road, and seeing where they’re at. And that’s because of you being the educator and putting them in a position to have their successes, instead of you just, you know, reaping all the reward, right?
I’ve thought about those same things as well, you know? I mean, it’s like, you know, we’re, you know, are we good? Do we want more? Like, what is it happiness? Like, enjoying what you’re what you’re doing, and helping others and doing good and enjoying your your family and experience and you.
It’s, I think social media can kind of pull people in weird directions with that. Yep, like, they’ll get on, I’ll be like, Oh, well, these people have this, and they do so much like comparison,
and they lose sight of, actually, what, what happiness means, means to them. Yep, it absolutely does. And, and, I mean, a lot of people have talked about how, you know, the pandemic with it’s just helped us realign a little bit what’s most important, and
money is not the most important. You see that time and time again, money? Does it bring nice things? Yes, I had a really nice experience over the weekend. Took myself to a nice spa. I treated myself. Yes, it was fabulous. I loved it, and money bought that, right, right? But, but it’s the relationships, it’s the connections, it’s the kindness and the gratitude. That’s what brings happiness. So focusing on those things, the money will come. You know, again, you have to, you have to put some work into it, but, yeah, I think that’s, that’s where I’m, where I will be in two to five years. I love it. I love it. Thank you so much. I mean, I’ve really enjoyed having you on this has been a really, really cool, connecting interview, if you will. And thank you so much for, you know, for sharing your story and exactly you know, your methodology and philosophy on, on your practice, business, life, everything in that regard,
I will, I will let you go, because I know that you know, obviously a very busy gal, I’m sure got a Busy week coming up. So I appreciate you. You join in,
and for everybody else that I hope you got something out of this episode of this podcast. So, so if you found it valuable again, this is Cameron Hemphill with growth 99 This is a Medical Millionaire podcast, and this is Dr. Hillary Taggart that was on you can also go to her website, modern slc.com and she also has another one that’s www.drhillaryt.com and you can learn all about her.

Feel free to reach out to myself. Again, she also loves connection, so feel free to reach out to her. She’s a fantastic injector, and it has a tremendous amount of passion about helping others in this business. So again, if you found this, this episode valuable, please share it.

Let’s keep the conversation going. Additionally, you can visit www.growth99.com to learn how we can assist you with your marketing coaching and all your technology needs until next time happy injecting you.