Cameron Hemphill, host of the “Medical Millionaire” podcast, discusses strategies for success in the medical esthetics industry. He emphasizes the importance of understanding one’s “why” for entering the field, whether it’s financial freedom, security, or a passion for helping people. Hemphill highlights the necessity of a robust tech stack, including a user-friendly website, digital marketing, and automated patient management systems. He stresses the importance of client experience, rebooking processes, and maintaining a positive online reputation through reviews. Additionally, he advises understanding market demographics, budgeting, and financial management, and continuously educating oneself to stay ahead in the industry.

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 for much for taking the time to tune into our podcast. Our goal is to give incredible value and insight into the medical esthetic space. So if you’re an injector, you’re in the med spa space. This podcast, it’s 100% designed for you. My team and I, we’ve consulted some of the top injectors around the country. We are now an international providing service for medical esthetics practice owners when it comes to digital marketing when it comes to back end CRM and really lead follow up and patient acquisition, right? So throughout this journey, we go to a tremendous amount of conferences. We talk to industry leaders and industry providers. We see individuals that are trying to break into the space and they want to open up their first practice, or they’re currently injecting for someone else and they want to go out on their own, or they are working in a hospital and they’re doing this part time on the side, or they have multiple locations, right? So we see everything across the board, and everybody is at their own pace and at their own journey. But if you’re turning into this podcast, and you’re absorbing content like this, we know that you want to take your practice or where you currently are today, to the next level and achieve ultimate success. And so we want to bring value. And we see businesses that are also struggling and need serious help. We see ones that are absolutely thriving and crushing it and killing it, and they seem to have everything figured out. But what’s funny is no one ever has anything figured out. No matter where you’re at within your journey, there’s always that next level of understanding what is going on, what innovation is coming out, what new products, treatments, services are available, what is the new hot button? What is the latest technology when it comes to patient acquisition, loyalty programs, when it comes to digital marketing, running ads, right? So we’re all trying to figure this out, if you’re a practice owner, and exactly how to move the needle. And so what I want to get into today, specifically is certain things that you need to know if you’re thinking about opening a medical esthetics practice. So if you’re thinking about this, or you’re in that journey, this episode is going to be super valuable to you. Say the first thing you’re going to want to do, right? You’re going to really want to sit down and understand why. Why do you want to do this? And if it has passion behind it, passion is going to be the fuel behind the why. And I want you to go deep. So even take a moment right now to pause and think of why you truly want to do this. Is it financial freedom? Is it security? Is it because you really love helping people is a compound and mixture of those both, right? Because that’s what’s going to put you, your heart, your soul, into this, if you really love helping people enhance their overall self confidence and seeing like the before and the after and the result and the journey, and then obviously breaking into financial security from the offering that you’re contributing to that solution, right? And you’re providing a solution to help somebody. That’s where you’re going to succeed. So if that has to do with your why? Then take the next step. Take the plunge, right? And if you’re going to go into this, go all in, get both feet in. You’re going to fail. You’re going to fall in your face, but you’re going to learn from those failures. Every single successful entrepreneur has overcome challenges and failures, and it’s how you basically look at those challenges and failures. The people that fail, the large percentage, right? They fail because they look at themselves as a failure. They say, Well, I failed. It wasn’t for me. I’m gonna give up. I’m gonna go back in my lane and I’m gonna go do what I was doing historically. Okay? The ones that prevail, they know there’s gonna be failures. There’s gonna be challenges. You’re gonna cry, right? There’s somebody that an employee that you’re going to hire, they’re going to leave, right? You’re going to sign a deal with a vendor, and it’s not going to work out. Maybe you sign a build out, and you’re investing in a state of the art facility, and you have construction problems, maintenance problems, delays, supply chain issues like this is just all the. Reality of the challenges that are going to take place when you’re looking to open up your practice. Okay, so really understand your why. And what’s worked very well for me historically, is I carry my why on my body. Okay? I put it on my phone. You can put on a piece of paper. You can put it in your office, in your car, whatever you want to do. And if you’re having a hard day, just you know, hold back on that why, you know, and if it’s freedom, or if it’s really helping somebody attain self confidence, you know, that’s what’s going to keep you going and keep you motivated. Okay, that’s the core ecosystem of what’s going to help you position yourself to keep moving through those hurdles and challenges. Okay, the next thing I want you to do is, I want you to understand what a tech stack is, okay, tech stack, this is very important when it comes to running a business and a medical esthetics practice is a business, and it has to be ran like a business. Okay? So you need to identify tools. You need to identify processes. You need to understand what the client patient experiences, what is that overall acquisition, to actually conducting the service and treatment, to the post follow up, to the rebooking, how does that entire thing work? Right? So this is where, like you need to put your architecture hat on and maybe even pull up a PowerPoint, get out the whiteboard whatever you want to do and just brainstorm. Okay, so a tech stack is a solution that provides technology and automates processes, and in this specific case, you’re going to need a robust website. You are going to need digital marketing to acquire new patients and new clients, whether that’s Facebook ads, Google ads, social media, Instagram marketing, all of these specific features, because you have to be found. Okay, the only way you can be found is obviously through word of mouth. It’s obviously through digital marketing the internet, right? People go to the internet and they search Botox filler, Discord, micro, needling, med, spa, medical, esthetics, all these keywords, hair restoration, loss, right? So they search all of these keywords, and you need to have placement on the internet. And placement on the internet, there’s three specific areas that you need to focus on. Number one is paid search, that’s you have to participate at that level in order to be found. Number two is going to be Google My Business, which is your your mapping that has to be optimized correctly. And number three, that’s your website, that’s your organic ranking. So you need to focus on those three key areas of the real estate space when it comes to the internet, and you need to also make sure that you are pushing the needle when it comes to exposing the content and being found online. Everybody wants to be on the first page of Google. There’s lots of competition. So unfortunately, in this space, you have to pay to play. Okay? Now, when someone lands on your website, it has to be positioned to convert them. Okay, you need to have a great call to action online booking. Very, very important, if they don’t want to book, have a chat bot so they can engage if they don’t want to chat, have the ability to make a phone call so they can call you. Maybe they can text you. Maybe they can fill out a form. Maybe they can email you. You have to tailor every single personality that website has to be fast, reliable. It needs to be mobile friendly. It needs to convert people right. Butts in seats is what we call it internally. The more people that we can get in your chair, the more money you guys make. Okay, so that’s from patient acquisition. Now, as soon as they book an appointment or as soon as they call you, you’re going to need to embrace that client experience before they show up right now, how do you do that? You need to have really good tools when it comes to online booking, when it comes to EMR electronic medical record and make sure automation is happening. Okay, if you book that appointment Tuesday at noon, you need to have the ability to have the system sends out text message notifications, hey, as a reminder your appointments coming up. This helps with no shows. This helps with making sure that those individuals remember. Make sure it also pushes to their calendar environment, so it’s actually on their calendar, like the iPhone, for example. We’ll send them a notification reminder, and also make sure that you have the ability to send text message reminders to them. Okay, now, as they come into the practice, what is the process there? That’s where you need to shine. That’s where your personality should come out. That’s where, whether you have a friend front desk, or if it’s just you, or whatever that process is, they need to be greeted with the best customer experience possible. And you need to be unique. Okay, you need to stand out. Okay, offer them something unique, maybe that other people don’t do. So. Okay, some of the more successful injectors and practice owners we work with, they do unique things. They are extraordinary because they separate themselves from being ordinary, extraordinary. That’s what makes them stand out. Every little bit of this process counts, okay? So that’s you. You guys have to figure that out. We’re a tech marketing company, right? So when it comes to that,
you get creative on that spot.
Thank you for listening to medical millionaire. I wanted to take just a few short moments and tell you all about growth 99 University, naturally, if you’re listening to medical millionaire, the success of your Med Spa is extremely important to you, and as it should be. And if you’re listening to medical millionaire, you are obviously looking for the best, most effective ways to take your Med Spa to the next level in both profit and customer success, enter growth 99 University ranging from online education courses all the way to the full suite of marketing and web services. Growth 99 has your Med Spa covered. No matter the challenges that you’re facing, we are ready and able to help you achieve your next level in business profit and freedom to inquire about all of our support services and products. Please visit growth 90 nine.com, and while you’re there, click the university link and check out the companion course to this very podcast. Back to the show.
Now, what? They’re in your chair. Okay, so then they’re, they’re in your chair. You’re conducting the service, the treatment, whatever it is, Botox filler, micro, needling, whatever it is, right? So you guys, you guys, run that specific part of the business. Now, what happens during that phase? You need to build a relationship. You need to ask them questions. You need to understand who they are, how they found you, right? All of these questions, and you need to be documenting this stuff, okay? And so when they leave, you also need to put yourself in a position to make sure that you know you need to offer membership. So whatever EMR solution or technology you you acquire memberships are very, very important. Okay, it creates reoccurring revenue, okay, so when people were shut down during COVID, the member the med spas that survived or did well, they had memberships in place, and their client base was so loyal to them that most of them continued just to pay their membership, even though they weren’t rendering the service, or maybe they were still building up, like their beauty bank, for example. Okay, so they could render the service when it was open. They wanted them to be open. They wanted to help. So the ones that had a good tech stack and a good process in place and a loyal client base, they they actually did very well. They thrived, okay? Because their clients wanted to see them come through this, right? So it’s very important. So memberships are important rebooking. Have a rebooking process in place, okay? If they’re going to come in, put them on a plan, right? Put them on an experience like, if they’re coming in for a specific service and treatment. You can’t just solve the problem, you know, with one visit, right? So you need to educate them. Rebook them, right? If you rebook them, and let’s say you’re spending money on like Facebook ads or Google ads, or whatever it is, and that client comes in, okay, there’s obviously going to be an ROI there, right? There’s marginal cost. And then you got to measure your top line revenue, your bottom line revenue, and figure out exactly where the profits are. But if you can monetize that client, put them on a membership, connect with them. Rebook them, connect with them on social media. Have a process for that. Have a technology in place to connect with them. They follow you. You follow them, you connect maybe they pull up their story, tag you that exposes all of that information to all of their followers. Right? Great way to monetize a client. Make sure to get a Google review out of them. Have a technology in place that automates that process, sends out a text or an email or a QR code that says, Hey, how was your experience today? If it’s positive, let’s push them to Google to leave a review. That’s where the consumers live. Consumers will conduct a search if they find you through a keyword or your website. They’re going to look at your Google reviews. You have to have a process to build that up. Reputation is vital in this space. They will look at your reviews, and that is a major converting factor, okay, the quality and quantity of reviews, along with the overall index store, right? I like north of 4.7% almost that five star rating, right? So have a process in place, okay? And if they didn’t have a good experience, have reputation management in place. You know, maybe you have a tool in place that says, Hey, maybe I didn’t have a great experience before you give them the ability to go to Google. Hey. Have a tool that you inherit that feedback, call them and solve the problem, avoiding a potential one star review. Okay, so you need to have all of those specific features in place from a tech stack perspective, right? So these are some of the things that you really need to focus on when opening up a medical esthetics practice. Okay, so let’s talk about the environment, okay? And I know that there’s obviously, depending on, like, where you’re at, there’s going to be challenges. There’s also, there’s, there’s always a budget, right? There’s always some sort of a budget in place. How are you going to build out this practice? Where is it located? Have you done the actual research on knowing, like, if you’re getting good foot traffic, how many cars are driving by? What is the competition? Who is the competition? Is there derms within the area? Is there plastic surgeons around the area? Okay, you need to understand your market. You need to understand the demographic. Are you in an affluent area, what is the price point? What has worked historically for other medical spas? Okay, Secret Shop. Go to other practices and get service treatments done. Pick up on what they’re doing. You can go to successful ones, okay, go through the entire experience book. Go to their website. Book online. You know, go through this stuff, show up, see what happens. Get the service done. See what happens after, you know, do they try to put you on a membership like follow the flow. You don’t have to basically copy what people are doing, but you can embrace certain specific processes that has put them in a position to be successful. Okay, so it’s going to be really important that you understand your market, you understand the the exact culture, you understand the demographic, and then you can position your pricing. You can position exactly how you want your your practice to flow. Okay, how many rooms are you going to have? How many providers are you going to have? How many treatments are you going to offer? Okay, what are your margins? Margins are extremely important in this industry. If you don’t know your margins, I mean, you’re just, you know, creating sales and not knowing exactly what your profits are going to be, okay? So that’s going to be important make sure you have great insurance, right? We’re not insurance providers by any means, but the last thing you want to do is invest a tremendous amount of money, effort and passion, and then all sudden, have a problem. Okay? Understand the finances, you know. Understand what a P and L is, understand what a balance sheet is, understand what top line revenue is, what bottom line revenue is, you know. And maybe you’re not, you know, having an accounting degree, and most of us don’t, you know, and that’s not our area of expertise. Maybe hire somebody you know, hire a good CPA, tell them about the plan. Hire a good attorney, have them write up your documentation, right? There’s lots of resources online, and American Med Spa Association has great resources, right? Hire the people that are skillful in their trade, so you can focus on your trade and grow your business. Okay? The other thing I would say is, is continue to educate yourself, read books, listen to podcasts, work out, keep a healthy mind. You know, keep keep a healthy body. You’re on your feet all day. You know, this is a high pressure industry, very demanding from the client side and from your side. So you’re going to have to be strong. You’re going to have to be determined. You’re going to have to have tremendous discipline, tremendous discipline, because a lot of times you can’t really work on your business during the day because you’re working you’re working in your business with patients and clients. So you have to figure that out. You have to time block, you know, make sure you understand, you know how to block your time and how to do your weekly planning and your goal planning. Okay, take the time to reflect, is what I’m doing impactful are the tasks I’m doing right now impacting my practice and assisting me. Are the people that I’ve invested in that I’ve hired team members. Are they doing their job? Have I trained them appropriately, or did I just throw them into the fire and expect them to figure it out? Right? Those are all the things that you guys need to think about, right go to conferences network. Talk to some very successful practice owners. Ask them what their biggest challenge is, or was when they open their practice. Ask them how scared they were. We were. We’ve all been scared. I can tell you right now, when you
can take the time to figure out
that it’s okay to be uncomfortable, you will then become more comfortable.
Get comfortable with that.
All right, guys, I appreciate it. I. All I have for you today. Thank you so much for tuning in and listening to medical millionaire again. My name is Cameron Hemphill. If you found this content valuable, let’s share it. Let’s keep the conversation going. I know there’s a lot of people out there that would love to hear stuff like this, and all we’re trying to do is help and assist and really give as much value as we possibly can. We have tremendous value. We’re blessed to have the clients that we do and represent that we do, and we just want to see everybody have positive energy and succeed in this world. If you need anything from us, we can help you with your marketing coaching and all your technology needs until next time happy injecting you