In this episode, Cameron discusses the insights gathered from over 100 practice owners in the aesthetic and elective wellness industry. He highlights the importance of marketing strategies, the challenges of standing out in a competitive market, and the critical role of patient retention. The conversation delves into the current state of the industry, marketing spend alignment, digital marketing trends, and the necessity of embracing technology and automation for business growth. He also emphasizes that successful practices invest in marketing, prioritize retention, and leverage technology to enhance patient experiences and drive profitability.

Transcript

Cameron Hemphill (00:01.098)
Hey everybody, Cameron Hempfield here, your host for Medical Millionaire. Thank you so much for taking the time to tune into the podcast. Our goal is to give incredible value and insight for practice owners. So if you own a medical aesthetics practice or an elective wellness clinic, every single one of these episodes that we create, they’re 100 % designed for you and to help take your practice to the next level. My team and I,

We have consulted with some of the most well-recognized practice owners in the world. We have had key opinion leaders on this podcast. We have had the biggest names and brands on this podcast that I’ve interviewed with. I’ve personally been in the aesthetic space for over 10 years. And the reason why I say that is because it creates a tremendous amount of credibility and we want to deliver something that’s super compelling for you as we move this forward to give you something of value.

This is a business forward podcast. You can go somewhere and get clinical data, but this is about business. We talk about mindset. We talk about finance. We talk about practice growth. We talk about marketing, marketing automation, finance, P and L sales, like everything here on this particular podcast is to help you take your practice and run it like a successful business. I don’t care where you are guys. If you’re

thinking about getting in the industry, if you just got in the industry, if you, Mary Beth Hagan would quote me there, if you just got into the specialty, which I really love that by the way, or if you are growing your practice, right? You’re in growth mode or you’re even looking to exit every once in a while, like we’re starting to think about maybe it’s time to go, maybe it’s time to go. It’s to help you along that journey. It’s to help you get your tech stack aligned, your marketing aligned, your mindset aligned, everything in that aspect. And so that’s what I hope to deliver.

Guys, this is the 150th episode. I can’t believe I’ve done 150 of these. I love doing it. And so I waited to produce this one because I want to do something different, something special. And this is super, super cool. We recently, over the past couple of months, took the time to interview well over 100 practice owners and providers, practice owners.

Cameron Hemphill (02:20.664)
people that are in the marketing arena inside of a practice. So everybody that we surveyed lives inside of a practice. And we asked them very detailed questions. And we wanted to understand more of the marketing aspects. Like what are they using in terms of their marketing? What do they know about marketing? What do they know about brand identity? Are you running ads on Facebook, Instagram, Google? Where do most of your practice or patients come from?

And it went like the questions were very detailed and I was actually overwhelmed to get such a, such a big response. And the team did such a wonderful job of collaborating and putting this together. I have to share it with you. The data is so interesting and you need this going into 2025. Like this is like critical to have going into 2025 as we record this. The industry, you know, has been very thirsty for data and

I’ve taken the time over the past few months to really analyze a tremendous amount of data. I have dissected AMSPA’s report. I’ve dissected SkyTales’ white paper. I’ve dissected Terry Ross’s content. I’ve dissected Zenote put out a white paper. RepeatMD recently published one. So what we did guys was we released our own benchmark report and we released the 2025 State of the Aesthetic and Elective Wellness Marketing Report. And what I want you to do…

is make sure to make a note, mental note now or write it down. Cause I’m going to give you the highlights in this episode, but you’re going to want to go get the full report and the best place to do it. In fact, Grow 99 published the report, right? So just go to their website, grow99.com and on the website there, you can just click download, right? It’s like four or five pages, quick read, go through it. It’s amazing. Okay. So that being said, let’s jump in.

to some of the highlights and why this episode matters. So the aesthetic and elective wellness industry is booming. We all know that. But competition is fierce. And it’s more fierce than it ever has been, right? In fact, 77 % of MedSpot owners say standing out is harder than ever. All think about that, 77%.

Cameron Hemphill (04:40.256)
It’s hard to stand out, right? We’re all selling the same products, the same services. Like we have a website, we have social media, Instagram. you said TikTok. Maybe that’s coming back, right? But we have to differentiate. You have to stand out. You cannot just think that you can be the same as your neighbor. You have to have a unique value proposition, right? That’s a very high number, 77%. It’s hard to stand out. It’s because you’re always all selling the same goods and services to the same customer profile.

Right? So what you’re to want is make sure to have a very robust value proposition and really focus on what you’re good at and drill down on that marketing. That’s going to help you tremendously. Marketing budgets are low. So 67 % of med spas spend under $2,500 a month on marketing. This stat was the biggest red flag for me. In fact, I was shocked.

I was super shocked because your spend alignment should be anywhere from 10 to 15 % of top line revenue. So if you’re bringing in a million bucks a year, you should be spending $100,000 a year on marketing, minimum, minimum. Let’s just call it 10 grand a month, nine grand a month, whatever, if you want to get super specific, but $9,000 to $10,000 a month. 67 % of MedSpot spent under 2,500.

What that shows guys is the industry, we’re not aligning our marketing spend to revenue correctly. And I have had conversations with practice owners for years. And I think that, you know, there’s some fear around it. Hey, I tried Facebook ads. I tried Instagram ads. I tried Google ads. I built a website. I tried SEO. None of it worked. The fact is, is it all works. I mean, Facebook just reported their numbers.

Meta, they just reported their numbers to publicly traded company. You guys know that. And they’re required to publish their numbers. Their numbers were off the charts. In fact, I think they blew expectations by like 25 % in Q4 of 2024. That was just a highlight that I was reading on Yahoo Finance earlier, but it works or else people wouldn’t be spending money there. It works on Google. This stuff works. And you either haven’t done it correctly or you’re underfunding it or you…

Cameron Hemphill (07:04.514)
are just in fear of it. But it’s very important to make sure you align that. I really want to see that number go down. So if you’re tuning in and you guys want to run this particular query, if you will, go figure out where your top line revenue was last year. Go figure out how much you spent in marketing. And if you’re not up to 10%, you should be. Because what you’re doing is you’re giving up patience. You’re giving patience to somebody else. So that’s why you got to stand out and have a value proposition.

and make sure you’re funding your marketing accurately. The other thing that was super interesting to me was retention. Retention is absolutely key. Retention can be all over the board. Amspot put out a number that says retention rates are right around 73%. Our data shows yes, that’s the case, but really for the top providers, the top

practices, the ones that actually have a really strong patient base, great value proposition, spend money on marketing adequately, and have a good process and ultimately deliver a great result. So, Skytel’s paper put out there, now they work with private equity, right? Those guys can help sell your practice. They say that private equity, if you’re going to exit at some point, we all will exit at some point, if you do your

That’s one of the biggest KPIs and metrics they look at. They want you to be north of 70%. If you’re 80 and above, you’re off the charts. But some of the the broader net of practices, the retention is extremely low. So take the time, go look at your retention rates, guys. Retention is going to be critical because then you don’t have to spend as much on paid advertising. You just need to make sure to keep your patience. If you keep 70 % of them,

and you align your marketing ratios, marketing spend ratios to top-line revenue ratios, you’re going to grow your practice. So I thought that was really interesting. want to share that AI automation personalization will define in 2025 for success. And I’m going to jump into a couple of segments. So I’ve broken down five different segments for you in this episode. And again, I’ll keep saying it throughout.

Cameron Hemphill (09:26.35)
Go get the full report, go to growth.nln.com. It’s on the website, go download it. But let’s get into one of the first segments. So the explosive growth of the aesthetic and elective wellness industry. So the industry is obviously rapidly expanding. In fact, with an 18 % increase in med spas, that’s from 22 to 23.

We’ll have more of the data that kind of pulls out from 24. waiting on AMP spas new data, but 18 % increase in med spas from 22 to 23. That’s a large number, right? And the reason that you’re at 18%, that’s not large, but go actually run the numbers on how many practices that is, right? There’s roughly 12,500 practices out there. And so go take 18 % of that, right? 10 % of that is like 1250.

It’s almost double that, right? You got like 2,300 practices. That’s a lot. There’s 50 states, right? So even the percentage number may not add up. Like the actual net true number is a lot. More competition, harder differentiation. In fact, only 46 % of med spas have updated their marketing strategies to keep up. 46%. So if you build your website and your…

Instagram page and your logo and you have no value proposition and you haven’t changed strategies from when you open to being open for two years later. Like it’s time to really look at that. It’s time to look at that. I mean only 46 % of best buds have updated their marketing strategies. 46. That’s less than half. That’s less than half guys. This is a marketing game. Like marketing first, sales second, understanding your finance.

Mindset’s obviously one of them because you got to get your ass into the actual practice and clinic and run this, right? And continue to show up as an entrepreneur and desire to win. But you have to get patients in the door and you have to consistently be looking at that. Social media drives demand. So this is another really cool talking point on the segment. Social media driving demand. 63 % of women by the age of 18 through 24 say they would visit.

Cameron Hemphill (11:48.298)
a med spa. So go look at your social media and go see who your demand is. if you’re not, if you have a Instagram account and you haven’t flipped it over to professional version, go do that because you’re going to get data insights and don’t just do it to like, you know, make yourself like from an ego standpoint, like, I got the professional version and I’m a public figure, I’m an entrepreneur. Go look at the data and then analyze the data over history. Okay.

The reason why is you want to know who your ideal customer profile is, and then you can tailor your marketing to that. So 18 to 24 said that they would visit a med spa. That’s a pretty low age group. Right? So a couple discussions and questions that I want to, that kind of came out. Like when I’m looking at these talking points, you know, I’m like, okay, like let me ask myself some questions. And I obviously asked my team these questions too, but do you guys think the industry is oversaturated?

you when you actually look at the data, it’s not. I mean, you have to differentiate, right? There’s a struggle there because competition’s real, but demand is on the rise. So it’s definitely not over saturated. In fact, some of the practices that are opening or have opened are going to close and that’s going to create more demand for people that have a good value proposition, fund their marketing correctly, understand their numbers, understand how to sell.

are continuing to drive and overcome fears, challenges, every challenge that comes with running a business, that’s who’s going to outpace everybody that’s going to eventually, ultimately, and unfortunately, close their doors. How can MedSpot stand out? Signature treatments, memberships, strong branding, strong, strong branding. If you don’t have memberships, you must roll it out. It’s going to help with your patient retention.

Signature treatments is a great way to have value proposition. You can even trademark those. I’ve interviewed a ton of practice owners that have trademarked signature treatments. And then you can market those. And that’s a great way to differentiate yourself. Next one, how are millennials in Gen Z shaping demand? There’s this whole new segment, millennials. I’m in that category. Gen Z is coming up rapidly behind us.

Cameron Hemphill (14:06.666)
It has to do with social media and influencer marketing. They’re more powerful than ever. So make sure that you guys are obviously doubling down on your marketing avenues when it comes to social, influencer marketing. Make sure you’re well positioned in that aspect. So talk about, let’s move on just for a second. I want to talk about segment number two and really get into

Med spas and marketing spend alignment in more detail. I talked to you about 67 % are spending less than $2,500, but that’s very, very underfunded, okay? Extremely underfunded. And what I was analyzing was like, why is this happening? If you can’t continue to spend…

the same amount on marketing as your business grows, right? In the early days, let’s say you’re more bootstrapped and you have to spend a specific amount to get patients in the door. And as you continue to bring in patients, your business grows, you’re one, you’re two, you’re three. You really need to make sure that you’re keeping up with your revenue alignment and making sure that you’re increasing those marketing spend ratios. I see all the time guys that people are not.

doing this and I just wanted to flag it one more time in this other segment in terms of spending through marketing. you know, look, most people are just not understanding the value of this because they’re looking at it as a cost standpoint. You’re looking at it, you’re looking at it through the wrong lens. This is an investment that’s going to pay you a royalty back several times.

And so you need to look at it differently. You need to look at it in the sense of saying, okay, if I’m going to spend 10 % of my top line revenue, let’s just say it’s a million bucks and the top line revenue, you know, I got to spend, Hey, cam says spend 10%, that’ll be a hundred round a year. I’m doing a million dollars a year. Okay, cool. That sounds like a lot, right? Well, if you don’t do it, you’re, you’re not capturing demand, but then you’re not capturing the retention of the demand as well.

Cameron Hemphill (16:26.318)
So it actually creates a compound effect. It’s a negative net result is what happens. By not spending it, you’re basically saying, I mean, shoot, you’re basically saying, don’t like money and I don’t like patients. Now, some of you that are obviously at capacity, Like your utilization rate is 100%, 110%. Okay, I get it. Maybe it’s time to open up another room. You have a great problem, okay? You have a wonderful problem.

But for those that are running at like 50 % capacity or 50 % utilization rates or even like 60, 70, you’re not spending enough. And you should be gobbling up every single one of those hours that are available and filling because the patient demand is absolutely, absolutely there. And what we’re seeing in the industry is typically every dollar you spend on marketing, you get a three to one return. So if you spend $10,000 a month, that’s going to bring in

$30,000, $40,000 in top line revenue. And if you have great retention, you’re just going to continue to grow and evolve and capture market demand. Average cost per lead. So average cost per lead can change based upon where you’re at. And this is a KPI metric that I want you to really zero in on, whether you have in-house marketing or you have external marketing with agencies or whatever you’re doing.

really start to understand your cost per lead. And this is generally around paid advertising. Pretty hard to get your CPL, your cost per lead when it comes to SEO, right? So if you’re just running SEO, again, I would obviously encourage you to run paid advertising because you’re missing out in a major, major way. But the CPL that we’re seeing across the board is right around $39 right now between Facebook, Google, Google being higher, Facebook being lower, average patient acquisition cost.

between this cohort of survey was 132 bucks, meaning many practices are marketing inefficiently. 42 % of MedSpa’s fully outsource marketing, 42%. While 35 % rely on part-time staff. That 35 % that rely on part-term staff, that’s one that is like a big call-out red flag for me. Again,

Cameron Hemphill (18:45.942)
I’ve mentioned it several times and I just want to drill at home that this is a marketing game. Okay. You have taken the time to invest in your craft. You have gone to school. Bless your hearts. You guys know clinical and anatomy like way better than most people. And it’s extraordinary what you guys do and the accomplishments you have and the academic skills that you have. It’s amazing. And it’s so,

thankful to have the opportunity to know so many of you because you actually make people feel confident and give them beauty and make them feel young and do something like it’s, gosh, it’s gotta be just a great feeling. The more I think about it, just, man, I want to be an injector at some point, maybe. Just kidding. But the fulfillment is amazing. But again, this is a marketing business and a sales business and a systems and process automation business.

And so if you’re kind of doing marketing and you’re relying on your staff to do it, I would encourage you to look at having a fully maybe outsourced marketing agency that knows what they’re doing. I only say that because when I say like you’re relying on part-time staff, that means they’re not fully invested, right? If you have in-house marketing, like you have a CMO, a full-time content producer,

those type of people that actually can communicate and have an outside agency, like that’s the best formula. If you have that, you’re doing great. But if you kind of have part-time people posting on Instagram here and there, there’s no strategy, there’s no conversation, you’re not looking at data. You think that your front desk person can do SEO and run your paid ads, like this is like the biggest known OIC. That 35 % is just a big number. And so if you are looking to grow, which I pretty assume everybody that’s tuning in is looking to grow,

I would strongly encourage you to connect with an agency, a marketing automation company that knows what they’re doing, been in the space for a while and continue to look at that. basically like our med spas under investing in marketing, absolutely. Like not just by a little bit, by a long shot, by a long shot. And they’re very inefficient, right? So the ones that I actually see investing in marketing,

Cameron Hemphill (21:11.086)
are the ones that are doing it right. have systems and tools in place. They have wonderful CRM systems. They have wonderful automated follow-up systems. They have great EMR systems. They have great online booking connectivity systems. They have great patient retention systems. Those are the ones that if you’re going to invest in marketing at all and you’re going to invest correctly, make sure to have the systems to automatically follow up with those leads and convert them into long-term patients. So number one, invest correctly. Number two,

have systems in place to automate that. The other point to what marketing strategies actually work, the ones that work, Google Ads, search engine optimization, Facebook ads, Instagram ads, those work extremely well. And also, organic content as well, right? So if you guys don’t have an organic content strategy, make sure to allocate that and allocate time and have a strategy around that.

Should practice owners outsource or go in-house? Outsourcing bring expertise, but in-house allows better brand control. So expertise is huge. like the way that I could look at that one would be if you like, I would outsource your SEO. I would outsource like website, anything that’s like, let’s call it critical in terms of mechanics, right? Something that is.

mechanical, hard to set up challenging. Maybe you don’t understand the, the, the algorithms, acronyms, like just like as we would, as we come to a practice, I would outsource that stuff. Anything that’s technical, right? And somebody that’s want to set up a campaign for you, implement a CRM system, implement an EHR. Like you want expertise there. Where I love in-house marketing is individuals that bring in the ability to capture on demand content. That is critical. That is absolutely critical.

having the ability to fill while you’re doing a procedure, getting testimonials, interviewing your staff, showcasing your facility. I mean, you can create so much content if you think about it and you can chop that up, you can push it out, you can build an entire content calendar, really capturing content for like a week. You could push that out and schedule it out for the entire year. And people want to see you, right? They want to see authenticity.

Cameron Hemphill (23:31.402)
They don’t want to see graphics that are boring on your social media. They don’t want to see you post here and there. They want to see your voice, your expertise. Again, think of your organic social as a way of your differentiation. You need to be different than others. You need to have authenticity. And you need to have the ability to express yourself that separates you and have a value proposition through those social channels.

Right? So think about that in terms of capturing that in house. Okay. So segment number three, digital marketing trends. What’s driving patient growth? Okay. So Google dominates paid ads with 82 % of MedSpas ad budgets going to Google and 18 % going to Facebook, Facebook, Meta, Instagram. Okay. Those are, those are the same. Meta owns Facebook, Instagram, 82 % going to Google, 18 % going to Facebook. Okay.

Why do you think that is? I can tell you why it is, right? People want to go to Google, ask Google an answer, gives them the exact answer they want, like Medspani or me, right? Great keyword to bid on. If you’re not bidding on that, I would highly suggest it. Bid on that, brings the patient in, they click on it, goes to the website, goes to the landing page, bring it into the CRM system, kick off the automated process, boom, boom. Connect, get a patient, come in, do what you do and where you shine, deliver the best service and best result ever.

and they’re going to come back. Google and Facebook, or sorry, Facebook and Instagram also extremely important. I think that that number is way too low. That should be increased because all the time when I’m talking to practice owners, they tell me, most people come to me from Instagram, Organic social, which is huge. I think if you have a really strong organic social and you’re not doubling down on the paid side of the social,

you’re missing out big time. And so I’d like to see that number much higher actually. And I was actually surprised to see Google’s be so high, but it also makes sense in where you can just serve up Google ads and people go to conduct a search query and you’re found. And so your conversion rates are higher, but your CPL is higher. Your cost per lead, your patient acquisition cost is going to be higher on Google.

Cameron Hemphill (25:55.982)
and your CPLs and Pace and Acquisition costs can be lower on Facebook. But that’s an interesting talking point and call out that we saw in the data. Content marketing and SEO are underutilized big time, big, big, big, big time. So 24 % of med spas are struggling with content creation. Why is that?

You guys have so much to talk about, so much to offer. mean, know, go use products like ChatGTP. ChatGTP would give you a ton of ideas on how to craft content marketing, whether that’s for white papers, SEO, blogs, or it’s for creating video content or pushing content to Instagram, like, you whatever channels, social channels you want.

you need to make sure that you guys are not under utilizing that, that the power of these search engines. And so, you know, when, when I see 24 % of med spots struggle with that, right. And it makes my head spin a little bit because there’s so much we can be talking about that these, these patients, they don’t know, right? Like you continually educate when they come in to your practice around everything that’s taken place.

Whether coming in for an injectable or a laser treatment or microneedling, PRF, weight loss, GLP1s, my goodness sakes, there is so much you guys could be doubling down on. I would encourage that. I’d block out time and make sure to do that. Email automation and SMS automation, huge ROI. Yet only 18 % of med spas are using it effectively. 18%, that’s a low number.

18 % are utilizing it effectively. We have our phones in our pockets all day. Unfortunately or unfortunately, there’s circuit computers. Like I look at my email all the time. I look at my text messages all the time. If you have a database of patients, it’s very, very important to connect with them. Send out a text, send out an email, let them know you’re home, let them know you’re there. Right? Have an event, invite them to the event. You know, there is holidays. Tell them about holiday specials, right? Don’t just do it once a year on Black Friday.

Cameron Hemphill (28:13.004)
Do it all the time, right? Do it effectively. And then go look and see what’s working and what’s not working. What content works? What doesn’t work? Open rates, click through rates, and then change your strategy based upon what’s working and what’s not working. So some further thoughts there on digital marketing trends and what’s driving patient growth is obviously, again, going back to marketing.

Like 82 % of MedSpa’s budgets are on Google. Like that’s a high number. But what’s interesting is if you go back, you’ll see guys that, again, the majority of practices are spent in 2,500 bucks. So like, oh yeah, I remember I ads on Google. That’s great. How much? Oh, 500 bucks. But your patient acquisition cost is $132. So if you’re running $500 on Google and you’re cack,

customer acquisition costs in this specific industry, I’d call it PAC, patient acquisition cost. If it’s $132 and you’re spending 500 bucks, like, wow, we’re not getting much for 500 bucks. Again, that just goes to show that we are not aligning our marketing correctly with our top line revenue. I have case studies that I’ve actually took the time to analyze and interviewed

one particular CMO that runs a very well known practice. In fact, she was actually on the podcast a few episodes ago. You should tune into that one if you haven’t. Corrie Morris, she was on it. But I took the time to really digest because they spent a decent amount. In fact, I think they’re spending more like 14 to 15 % of their top line revenue into their dollars or ad dollars, but they’re getting a nine to one extra term.

So every dollar they put in, they’re getting $9 back. I mean, that’s like amazing. And they do a great job with the service and treatment. like they are doing a wonderful job of investing and a lot of that’s on Google. you know, like there are more than 18 % on Facebook, but a big chunk of that is on Google. And you know, their customer acquisition cost is pretty well aligned. Their conversion rates are aligned and they continue to take market share.

Cameron Hemphill (30:36.542)
But one of the things that like this all goes back to making sure that you align your spend with your marketing Sorry, your marketing spend with your top line revenue. Okay. That’s like I just want to hammer that home As much as I possibly can for you guys, All right moving on guys, let’s get into I have two three more segments. So this is segment number four patient acquisition versus retention. Where’s the real money? Okay, talk about some talking points here 73 %

of MedSpa revenue comes from repeat patients, they say. Again, I think that that data point is really around a cohort of individuals that are doing a really good job and delivering a result and their patients are super pumped and they want to come back. These are the ones that are dominating top of the market. The repeats below that are substantially lower. What’s interesting

is a ton of practice owners want to focus on patient acquisition, but they’re underfunding the patient acquisition and their repeats are south of 73%, which is wild. You want to be north of 73 % or 70%. You want to be north of 10 % on your spend on your marketing and north of 70 % on your retention.

Okay, so look at those two ratios. Repeat patients are much cheaper than new patients. A new patient costs money. Repeat patient costs money as well, but the cost of a new patient outpaces the cost of a repeat patient substantially. Referral networks drive 42 % of new business, but few med spas have structured a referral program. 42%.

of new businesses from referral, that’s a huge number. That’s amazing. That means that you’re doing a job of delivering a result. Like people like your service and your expertise. But why wouldn’t we have a structured referral program in place? Like why not put that number to 65 to 70? You know, like double down on what’s working, right? That was the one that called out to me. Membership models absolutely work.

Cameron Hemphill (33:03.398)
So 72 % of MedSpot customers are in memberships with the 66 % referring discounted based plan. So 72 % of MedSpot customers are in memberships, which is great. We are used to memberships. We are fine with those. We are used to paying our Netflix bill, our subscription fees. In fact, it’s easier for individuals to forecast our expenses that way. We’re okay with it. We’re in a new digital reoccurring world.

that we can kind of forecast our every single one of our subscriptions, right? So if you don’t have a subscription model, I would highly encourage you to do that. It’s going to help with your patient retention and, you know, ultimately lower your patient acquisition costs because your retention rates are going to go up and you’ll have to spend a little bit less on marketing, which is Segment number five, tech and automation, the future of aesthetics and marketing. Let’s talk about this for a sec. So only 18 % of practices are using marketing automation.

This is a massive red flag. 18 % of practices are using marketing automation. It should be 100. It dramatically improves efficiency, dramatically improves conversion rates, and it frees up your time. It absolutely frees up your time. So, you know, I would highly encourage marketing automation tools, CRM systems, EHR and EMR systems, connect those together, create a very, very robust workflow.

I was stunned out of this particular survey to see only 18 % of practices use marketing automation, which there’s so many affordable tools out there. And 35 % of med spas use a CRM. So 35 % use a CRM, which I thought was interesting. is, that just, you know, it means most struggle with follow-up tracking. Follow-up tracking is absolutely critical. You can’t just have a lead come in and call it once or text it once, right? It takes several touches.

You need to make sure that you follow them on social media. Drop them a DM, call them, drop them a voice note, send them a text message. If they don’t answer, call them next week. I mean, stay in touch. Put them on a drip campaign, put them on a text campaign, put them on a retargeting and remarketing campaign. Follow them around on social media. They see your paid posts. Super, super important. You can do that and you can do all of this with effective tools. AI-driven personalization improves rebooking rates by 25 % of practices are, but,

Cameron Hemphill (35:31.956)
AI driven personalization improves rebooking rates, but 25 % of practices are uncomfortable with automation. get that. You know, I could see how like, you know, you’re afraid of bots or AI kind of going out there and automatically following, but you can generalize them, right? You can just make them, you know, it’s basically like the speed to lead formula. If somebody is going to inquire, you want to make sure you get back to them like immediately or else they’re going to go somewhere else. Okay. So you don’t need to.

Don’t worry about the automation being so clinical and about the results. It’s really about getting back to them as fast as you can and then opening up more of a formal discussion over the phone or in a consultation. So therefore, you can put them on a robust treatment plan. Last segment, is MedSpot profitability and business growth. So some talking points here.

The average MedSpot earns $1.3 million per year, but 60 % of practices make under $500K. Okay. So the average MedSpot earns $1.4 million, but 60 % of practices make under $500K. Top performing practices are upselling memberships and exclusive treatments. That’s the big one. So what separates top performing MedSpots from struggling ones?

strong branding, automation, memberships, marketing alignment, tech stack, everything that we’re talking about. How can MedSpas increase their per patient spend? Upselling, skincare, treatment bundles, follow-up offers, treatment plans, treatment journeys. Okay, they come into you and they want, let’s just call it Botox. They come and they want some sort of filler, right?

Under like ask them the underlying question and get them on a patient journey. If they’re on a journey, they’re going to stay with you and trust you. Give them the result they deserve. Should med spots focus on a signature treatment? Absolutely. Be exclusive. Attract high value patients. If you don’t have a signature treatment, I would highly suggest rolling one out because this is the big separation gap, right? In terms of like being elite.

Cameron Hemphill (37:51.854)
selling higher ticket items, being special, having a value proposition that resonates with your ICP, your ideal customer profile. Final takeaways and 2025 predictions, key insights for success for 2025. Marketing matters, guys. The best med spas invest in digital strategy and automation, period, period, period, The ones that I’ve seen that have been successful, stayed successful,

Continue to capture market demand, market share, sell, exit, open up multiple locations, franchise, like marketing, marketing, marketing, That’s not me just saying it because I’m an expert in the space. That’s what the data shows. And that’s, I’m just here to share that with the audience. Retention wins. Repeat patients drive the most revenue. Repeat patients drive the most revenue. Focus on memberships and loyalty.

So spend the money to bring them in and make sure you have great retention. And then technology is key. Medspas that embrace AI and automation and CRM and online booking and virtual consultations and chatbots and two-way texting and EHRs and know how to pull reports on that and understand their numbers and understand how to, know, sale and produce a treatment plan and run a very successful consultation.

Those are the winners. Okay? Marketing matters, retention wins, tech is key, sales is key, differentiate yourself, know who you are, have an area of expertise. Okay? So as I let you guys go here, you you start asking yourself, what is your biggest marketing struggle? You know, do you use automated tools? Do you use CRM tools? If not, you should look into it. If you’re struggling with marketing, it’s time to invest with experts.

And start to think about what the number one strategy you have that helped you elevate to where you are. What strategies have you used historically that have gotten you to where you are? What has worked? What hasn’t worked? And double down on everything that has worked. Pour gas in the fire. Cool? All right, guys. I will leave it at that. I want to wrap this episode up. Thank you so much for taking the time to tune in to Medical Millionaire. Again, my name is Cameron Hempel, your host.

Cameron Hemphill (40:15.438)
If you guys found this episode valuable, please share it. I would love for you to share it with the industry. That would be my biggest ask. And again, if you want to go download and really dissect the 2025 state of the aesthetic and elected wellness marketing report, please go to growth89.com. There is a lot more in that report than I was able to share with you today. That being said, until next time, happy injecting.