Discover how to transform your medical practice into a thriving business in this essential episode of Medical Millionaire. Host Cameron Hemphill shares invaluable insights on managing your med spa like a successful enterprise, emphasizing the importance of business acumen alongside medical expertise.

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Cameron breaks down the key elements of running a profitable med spa, from leveraging digital tools to optimizing the checkout process for increased client retention and referrals.

Hey everybody. Cameron Hemphill, here your host for Medical Millionaire. Hey, first off, I want to thank you so much for turning into our podcast.

Our goal is to give incredible value and insight into the medical spa market, into the plastics market, the cosmetics market. So if you’re an injector, if you’re in the esthetics business, this podcast is for you, and I’m so excited about this episode that we’re gonna put out today, because it’s something that I have a tremendous amount of passion about.

And keep in mind, if you’ve heard our previous episodes, you know by now that we consult with medical spa owners, nurse practitioners, injectors, plastics, invasive, non invasive, cosmetic surgery all over the world, and we help them take their practice to the next level, right? And so we constantly see practices that are crushing it, thriving, doing very well. Have it completely dialed in, always areas for improvement, of course.

And then we have the other complete side of the spectrum, where we have new medical spas coming into the market, new medical practices come into the market, and they’re trying to figure it out. Who do I hire? How do I build a website? How do I get Google reviews? What technology do I buy? What booking system do I buy? What EMR system do I use? Consent forms, compliance like, the list goes on and on and on, right? Social media like it, it’s it. There’s a lot that’s going in to running a very successful practice, okay?

And throughout this journey together, we want to help you go to the next level. And that’s our purpose, and that’s our goal, right? And so we hope that you get a tremendous amount of value out of tuning in. And this episode, I want to talk about how you can successfully manage your practice like a business, and in this space, you get a lot of education, right? You guys have a tremendous skill set, and you’re going to continue in education, and you have licenses, and you have certificates and and the credentials right to conduct the skill set that that you are doing on a human being which which is amazing, right?

The fact that you have that credibility and confidence to conduct the skill set that you’re doing, it’s actually super empowering. Where I see a lot of doctors fall short, or nurse practitioners fall short. Injectors fall short is they go to a lot of these medical spa shows, you know, conferences and round table discussions and boot camps and stuff like that, which I think are fantastic and great. But I have noticed that some very successful practice owners go to the next level, because they look at it, okay, how do I run my practice like a successful business?

And they surround themselves with other very successful entrepreneurs, and they join mastermind groups completely outside of your industry. Okay, these can be individuals that have ran, let’s say, a high six figure successful business, a very successful seven figure business, even upwards of eight and nine figure businesses. And what’s great is if you can surround yourself with the individuals that are where you want to go, they have experienced the pitfalls, the challenges, the mindset, distractions, the accountability, the discipline, they’ve done it and you can learn so much by surrounding yourself with like minded individuals that are just at the next level because they started earlier than you, right or because they surrounded themselves with the right mentors and the right guidance out of the gates.

So I would strongly consider having a look at like a local mastermind group or a local entrepreneurial group or some sort of Facebook group or coaching or something like that that has to do with business strategy. Growth and mindset and discipline, because I feel like, oh, there’s a med spa show. There’s a medical spa show, there’s there’s a new treatment available, there’s a new laser out.

There’s a new way of doing things, right? So which is great, and of course, you know, you definitely need to do that, because you always need to sharpen the saw, right? You need to sharpen your skill set, but, but at the same time, like I want to drill into you, need to run your practice like a business, because at the end of the day, you’re investing your time, you’re investing your money, you’re investing your resources, and you’re also sacrificing by being away from your family or being away from like a hobby that you enjoy or whatever it is, right?

So, so why not, like, show up to the plate and have a tremendous amount of discipline and work in a way that’s going to yield the best return, right? And so I’m talking about automating the business. I’m talking about revenues. I’m talking about making sure that you have a strong balance sheet, making sure you have strong P and L’s right. And so if you’re gonna do this, do it the right way, surround yourself with the right people. And so at some point in time, after you’ve put in, like the blood, sweat and tears, the hard work, you can kind of pull yourself away a little bit and all that up front, front loaded sacrifice is now paying off.

It’s it’s now paying off. And you can pull yourself away from the practice a little bit, and the practice runs itself because you have successfully set it up as a business, right? And so this comes down to, of course, I could get into mindset like all day long, right? But it takes accountability and action. And so for me, automation is huge in like technology, having the right technology that is going to, like automate the business in a way from you have the right website, you have the right social media, like call to action. When they go to your website, they can book online. It creates a record inside your EMR. If you’re running successful landing pages and there’s a FORM FILL, it creates a lead in your CRM. Your CRM should communicate with your EMR, right?

And so this is like the process automation. So if you can automate that process just, I mean, I could have an episode just on that, it’s gonna free up a tremendous amount of time, because then you’re not like responding to emails and text messages and direct messages and phone calls of booking an appointment and back and forth and like education. Well, here’s why you should get discord versus XYZ, right? So it’s, it’s, it’s there online.

Hey, go to my website. Book online. Drive people online. Drive people online. And the nice thing is, if they book online, you’re, capturing their data, first name, last name, phone number, email, whatever other data you want to collect birthdays, if you create, you know, grab their birthdays on a birthday field, then you can send them out, you know, birthday emails or birthday cards or whatever, to help with client retention.

So Automation is is key, and it all starts in the digital tech world. And I can’t, like drill that home any harder than than I’m saying, because data is like the heartbeat of the business and helps it scale. So automation is key because it frees up time and it collects information that is going to give you the ability to empower and like multiply your returns, right? So collect the data, it goes into a system, okay? Now that system should have the ability to send out SMS, appointment reminders, the ability to. Send out a review request, the ability to again, book online, collect the information, charting the before and afters, you know, and then also integrate with a POS system for automatic payments, automatic payments, online, automatic memberships, right? And so you’re constantly building up all of this intel and all of this revenue stream via online okay, then at any given time you’re like, hey, let’s have a promo, or, like, there’s a holiday around.

Hey, let’s go click a button and push an email and a text message out to every single one of the individuals, either a lead or a past client that is in our system, and see how many more bookings we can get. Or you have, like, complete visibility and forecast analysis on, hey, we’re booked out for two weeks, three weeks, three months, one year, right? What do we need to do to strategically get more bookings, and how do we implement that, right? So, so this is the type of like business intelligence that you need in order to pivot and drive where you need to drive to take the business in the next level. Okay, the most successful business owners are have set this up and have the ability at some point to pull themselves away and the business runs itself.

Okay, the other thing that I want to I want to drill, and I could talk about tech all day long, but it’s super important that you have the right tech, the right tools, the right processes. And there is, there is a lot of great products out there, you know, there’s, there’s a there’s a lot of people that have a lot of passion in this space and have done a good job. And I would encourage you to do your research on that regard. The other thing that’s that’s very, very important is the people, okay, you need to surround yourself with the right hires.

And I always say, you know, be slow to hire and quick to fire. Okay, if you’re slow to hire, and you take your time and you make a strategic hire, and maybe you have to invest just a little bit more to get the right candidate. And I know it’s like, we’re always looking at expenses and always looking at, you know, the bottom line, and, Hey, can I really afford this individual because they’re qualified, and maybe I could get somebody else that’s, you know, not quite as qualified, but maybe I could train them. But if you think about it, if you make a strategic hire, and somebody you can collaborate with, and somebody you can have strategic strategy sessions with, it will actually put you in a position to pull yourself out of those day to day duties that you’re doing, and you can delegate activities to them with confidence, knowing that they’ll see it through.

Okay, so strategic, hire strategic people, surround yourself with the right people, and then make sure that they understand the process of the organization, so the whole organization runs cohesively. Runs the exact same right they know what happens when somebody books online. They know what happens when you have a lead record in the system. They know how to use the systems. They know how to do the treatments. They know how to do the checkout process once the treatments fulfilled and what takes place.

And so the thing just basically runs like, like a well oiled machine, right, right? Like the assembly line that that Henry Ford developed. So that’s what’s going to be super important. And then, of course, the process, right? The overall process, from when the booking happens to how you actually do the treatment, to how you render the service, and then ongoing, and I’ve talked about this a few times, but I think a lot of practices miss out on the checkout process and the upsell opportunity. Okay, so, so let me take you through a scenario. Here. You’re running a Facebook ad to a landing page. The lead fills out a form. You have a system that sends out a text message or an automated email. Well, they come back and they book. Okay? They book. Now, they come in and you render the service, right, that you you meet them, you greet them. They’re in your system. You render the service.

You’re doing the treatment, and they’re on their way out. Well, when they’re on their way out, that right, there is an amazing opportunity to upsell them. And I’m not saying, like, let’s be pushy. Let’s make you know, just sell, sell, sell. I’m not saying that, but you owe it to them as the specialist, as the provider. You owe it to them to help build their confidence. Okay, it’s, it’s, it’s really like, that’s why they came to you. They like. The root of why they came to you is confidence. They want more confidence, right? And so you owe it to them as the expert. So when they’re leaving, and maybe they’ve come in and they’ve had, you know, some Botox done, tell them about the other things you do, implement that into your process.

Have your front desk so. So dialed in that once you complete the service you’re on to the next one, once you do the actual treatment you’re on in the next one, okay, because where you make your money is obviously in the chair, right? Like service for hours, that’s that’s the industry that we’re in, right? So if your front desk is so dialed in, they could come up with upsell opportunities. Hey, did you know we’re having a promo coming up. If you buy today, we can give you a discount, whatever it is. Hey, did you know if you join our membership program or our our beauty bank program, which I’ve heard is is really popular, and I know works very, very well.

And I think having the ability, ability to build up, like, reoccurring revenue in this space is like, I don’t see too many practices doing it, and the ones that are totally get it. And I could actually have an entire podcast on that, because it would. It takes your valuation of your company, like, through the roof if you have reoccurring revenue. So membership, implementation, upsells, promos, discounts. Get them on your monthly newsletter. Make sure that they’re in there. Get them to to follow you on social media. Okay, that that moment right there where they just got that treatment done. They’re walking out. Okay?

They just got it done there. They’re feeling good. They’re feeling good. Maybe it’s like Thursday. Maybe have a little bit downtime for Friday. Get ready for the weekend. Maybe they got a barbecue, maybe they got a, you know, some sort of family reunion. Maybe they got a party. Who knows, right? But they’re feeling good, that’s the time to have your team dialed, okay, and that moment upsell, get them to join everything that you do, get them, and I’ve told other practices this, have a social media area where they check out, okay, they pull up their phone. Trust me, they’re on Instagram or Facebook or Tiktok or something.

You are, trust me, they are okay. I don’t care how old they are. Like, chances are like 95% that they’re on these systems, probably even higher, right? Hey, are you on Instagram? Yeah, I’m on Instagram. Hey, are you following us? No, but I totally will right now. Okay, cool, right? So, by the way, if you pull up your Instagram really quick and pull up a story and like, show off your lips, or, you know, like, like, like, show the staff or our facility, or just however you want to do it, and tag us so your followers see us. We’d love that. That would be so that’d be awesome. And by doing so, you know, we could enter you into a drawing for XYZ or whatever type of offer you want to come up with. Okay, if you do that, just think about it. What if that person has 5000 followers? What if they have 10,000 followers?

What if they’re an influencer, 100,000 followers, whatever it is that is, like, the cheapest way of marketing exposure imaginable, right? And what’s even more powerful from it is they’re referring you to hundreds of 1000s of people on their social media. Those people are gonna follow you, and eventually they’re going to get service treatments done by you, and then they’re going to go through your checkout process. You’re going to do it to them, and it’s going to happen to all their followers. Okay? It doesn’t stop there, right?

The other thing please, get a Google review. What happens when a new lead is seeking a service, either they Google and you know you have good rankings, or you’re doing ads and you have good ad placement and good real estate placement on the internet, or you’re running Facebook or Instagram or Tiktok ads or whatever, or a combination of both, which I recommend They click, they inquire, whatever, whatever the case is, is, they’re going to check you out on Google.

They want to see how many reviews you have, and they want to see your credibility again, like confidence boosters. They want to make sure you’re the expert, right? They’re going to check you out socially. What is, what does their social look like? Do they have before and afters on there? Okay, cool. I want to see their work. Oh, wow. They have lots of followers. Oh, wow. They have like, cool before and afters. Oh, they’re professional, and they also, like, seem kind of cute and fun, oh, and they have a lot of Google reviews. Conversion, okay.

I can’t, you know, preach this enough, but, but I just to kind of recap, I’d recommend joining some local masterminds. There’s also online coachings, there’s podcasts. There’s so much content online, YouTube, like it’s it’s crazy. There’s books out there. We have a university, right? You can go through growth 99 University, which is like 10 lessons on how to take your practice to the next level. You can find that on our website. But there’s a lot of digital stuff out there, and if we’re gonna take the time to sacrifice to to do this, then let’s, then let’s do it profitably and and let’s, let’s do it with intensity, right? And so that’s what I wanted to drill home today.

Thank you so much for for tuning. In listening to Medical Millionaire again. My name is Cameron Hemphill. If you found this content valuable, please share it like let’s let’s keep the conversation going. Head into iTunes, leave us a five star rating and review.

We’d love that. And additionally, you can go to www.growth99.com and learn how we can assist you with your marketing coaching and all your technology needs.

Until next time. Happy injecting, you.