Cameron Hemphill, host of the Medical Millionaire podcast, emphasizes the importance of ambition coupled with courage for success in the medical esthetics industry. He advises practice owners to regularly analyze revenue metrics, such as revenue per provider, and to educate patients about additional services and products. Hemphill stresses the need for continuous improvement, handling challenges with courage, and maintaining a sales culture within the practice. He also highlights the significance of informed patient interactions and the importance of understanding sales and marketing strategies. Hemphill encourages practice owners to invest in their knowledge and to view setbacks as opportunities for 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, what’s up, everybody? Cameron Hemphill, here your host for medical millionaire. Hey, first off, 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 esthetics practice, you own a medical clinic, you’re an NP Doctor cosmetics this podcast, it’s 100% designed for you. We want to help you take your practice to the next level. My team and I, we have consulted practice owners all over the country for years. We see ones that are crushing it, thriving, having fun, enjoying life. We see ones that need serious help. So throughout this journey together, we want to help you take your practice to the next level. Let’s get into it, guys, I want to talk about ambitions. Ambitions without courage is like a bus without keys. Let me say that again, ambitions without courage is like a bus without keys, right? You can be ambitious. If you don’t have courage, then you’re basically driving blind or not driving at all. You can have all the tools in the world. You can be ambitious, but if you are scared, and that scarcity is holding you back from taking action, you’re gonna find yourself in the same place that you are. So I want you to take the time to look at your practice. Take the time to look at you. Where are you at? What are you doing? How are you moving the needle? What tools are you guys using to invest into your practice? What is going on with the revenue? What is the revenue per provider? Broken down? That is a wonderful exercise to be doing on a daily basis, weekly basis, monthly basis, understanding how much your providers are bringing into the practice. And there’s ways that you can bring down those KPIs. Now, if you’re just a single provider, that math is going to be pretty easy to do, right? How much are you guys making per hour? But if you are not taking the time to analyze the practice, and you are just showing up every day, you’re ambitious, right? You’re like, hey, look, I’m going to show up. I’m going to go do my thing. I feel good. I got energy. But if you are not taking the time to really break down, like, how can I improve? Why are things going this way? Are things happening to me, or are things happening for you? Because I’m a big believer that things happen for you based upon the decisions that we make, right? So you have to be courageous. You have to be courageous and be real with yourself, look yourself in the mirror, look yourself in the eye and say, You know what look I am ambitious. I started a practice. Starting a practice is not easy. Starting a business is not easy, right? So you already have courage, but I think along that pathway, when you start to grow or when you start to get pushback, let’s say you have an upset patient or an upset vendor, or something happens, and you start to retract, right? You’re still ambitious, because you’re showing up and you’ve done that, you’re here, right? You’re doing it. But all of a sudden the caution comes in, right? The courage starts to get squeezed a little bit, and you start to think to yourself, Am I doing the right thing? Should I be doing this? Is this for me, or are you just going to be another statistic that was like, Yeah, I tried to open up a practice that was a rough racket, right? Sip of the drink type of thing, right? So I want you guys to really understand that when you start to grow, when the practice starts to grow, you will experience retraction. Bad things are going to happen. You’re going to have an upset employee. You’re going to have bad inventory that shows up like or or not show up on time, right? You are gonna buy a product that maybe was the wrong product. You are gonna continuously have to show up and fail in order to continue to move forward. And that takes courage continuously drive that courage through ambition, and you will find yourself creating a very successful practice for long term, right? And then be real with yourself. How long have you been in business? How long have you had your practice stop comparing yourself to other practice owners that have been around for a long period of time. There’s practice owners that have been around for, you know, 510, 15. 18 years, and maybe you’re just the new kid on the block. Maybe you’ve had your practice for a year or two, or a few months, and you’re looking at through the lens of social media of how successful they are, and you want to be there, give yourself time and make sure that you’re understanding that you have to continuously have ambition with courage to get to where they are right, to get to where you want to be, right. So make sure that you guys take take note of that. Take time to invest in yourself. Take time to understand what the key components of the business are to keep moving the needle and understanding exactly where you guys can put yourself in to grow right? I want to make sure you guys understand that you are also sales people. A lot of times I hear people say, you know, I’m a doctor, I’m a practice owner, I’m just the office administrator, I’m just the nurse here, I’m the injector here. You know, everybody in the practice needs to understand that you are sales people, okay, and that culture should be injected throughout the entire practice, not like cheese ball Charlie, sales people, people that are educated and people that know how to inform people to enhance their treatment, right? People are willing to invest if they’re informed and you are confident enough to tell them, Hey, these are the products and services you need in order to have the best outcome possible, right? And so I think there’s a lot of times where I see practice owners saying, hey, look, you know, make sure we have a great check in process, great checkout process. But a lot of times I see there is lots of pitfalls, there’s lots of areas for improvement, right? For example, when someone comes into the practice, obviously meet them, greet them, but take the opportunity if they’re just sitting around in the waiting area, take the opportunity to educate them about everything that you can do to help them, right? If they’re just showing up for a particular service or treatment, take the time to educate them about everything else you do. Follow us on social media. By the way, we sell these creams, or we sell these serums, or we sell these, you know, whatever these products are that go along with the service treatment that you’re looking to do today. Right? Try to get those Google reviews out of them. Follow them back on social media, engage in their social media, right? So this, this creates a nice little connection while they’re waiting. There’s no reason to be sitting around or having your front desk sitting around, scrolling on Instagram or Tiktok while you have people there, so make sure that there is a an SOP, there is a operating performance that happens when people step foot into the practice.
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 listening to medical millionaire, the success of your Med Spa is extremely important to you, and as it should be. And if you 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.
Next thing is, when you are conducting the treatments, right? You are conduct that is a wonderful way to connect face to face with your patients, right? This is one on one time, and great time to build rapport, great time to understand personality, great time to understand each other, and also a great time to inform them about other treatments and services that you can provide in order to give them the best experience possible. Okay, but again, this takes courage, right? Again, coming back to courage and ambition, you’re there, but it takes courage, the extra step of courage, to say, hey, you know what? I am, the expert. Here they are in my chair, and I am conducting a treatment that they signed up for and are gonna pay for or already have paid for. Why not take that time to continue to educate them on everything that you do? Right? Maybe they need a different service treatment, maybe they need to buy a product. Maybe they need to come back in in one week, two, week, three weeks, whatever it is, right. So it’s up to you to have that courage to educate your your patients, your clients, so that then that it creates this trust, like you’re almost it’s your obligation. It’s your obligation to make sure to inform them so they’re not going somewhere else and getting different information. And you know, like understanding, wow, like, I didn’t know that that my current provider did this. And I’m sure 10 out of 10 times you do do that, but you didn’t take the time to explain it to them. You didn’t have the courage to explain it to them, right? And also, I want you to inject this with your team, right? So if your team is not doing the same thing, taking the time to educate them about your process, your methods, you know your culture, everything that you do, and why you do it. You know you’re losing out on that time and that connectivity with the patient. Okay, now let’s talk about when they’re leaving. They’re leaving the practice, right? They’re walking out the door. It’s your obligation to make sure they come back. It’s your obligation to get feedback from them. It’s your obligation to educate them and inform them, right? Not cheese ball, Charlie selling. People want to be informed and make educated decisions, right? And so make sure to have the courage to continue to do that. They want to come back. I mean, put yourself in a situation before where you went somewhere you were getting a service done, and the person was so passionate about their tasks, their thing. You know, I’ll give you an example. The other day, I bought a piece of art, and I’m not a big art buyer person at all. This is, like, totally off topic, but it’s totally relatable. I bought a piece of art, and I’ve been looking for a piece of like, an art for a while. Anyway, it was, it was a cool piece of art. I found a local guy. I commissioned him to do something for me, something that I wanted to do for a long time. And the guy actually drove the product to my home. And I thought it was just gonna be, like a quick one of those. Okay, cool. Thank you. Shake hands. Gotta go. This guy was like, he was an artist man. He was so passionate about his work he wanted to come in the home. Where are you gonna put it? By the way, I do all this. Heck, he told me about his process, about his technique, why he does what he does, and like all of the other cool things he can do, and also, like a product to keep this this piece of art, like treated for a long time. You know what I ended up doing? I ended up buying more pieces from the guy. I got his phone number, and now, actually, I think I’ve sent him a few referrals, just because he informed me. I think he did it by default, but really, he had the courage to come into the home and explain to me everything about what he does. And, like, I was just like, blown away. I’m like, wow, this guy, like, is really into his skill set, and I had no idea he did all these other things. And that was just magical for him. Now he’s going to make more revenue, he’s going to sell more products, right? And so I think people look at sales in an interesting way. They almost like downplay it. They downplay in the sense of, like, I’m not a salesperson. I That is, I am a I’m a nurse practitioner, right? Or I’m a doctor. You know, it’s almost like you want to carry that badge of honor. You know, of those accolades and those achievements and guys, that’s great. I get it. But at the same time, look, the heartbeat of an organization, whether you’re running a practice or a business, is revenue. That’s what it is. Without revenue, things go down the hill. So it is your obligation to tell people about all the products and services you do. Tell people through social media, tell people through the practice, tell your friends, tell your family you need to inform everybody you know. And you say, I’m kind of an introvert. I don’t want to get on social media and tell everybody. It’s honestly, it’s kind of selfish, like, if you have this amazing skill set and this amazing product, you need to tell people, because people will get value from your services. And again, this all comes back to ambition with courage, right? You got to have those two together so you can continue to steer the bus and you’re gonna get knocked down. You’re gonna get told no, you’re gonna like, things will happen, and the more negative things that happen to you are because they’re happening for you. They’re happening for you because you’re growing. You know, you should have, like, chargebacks that hit your account, right? You should have customers that cancel, like a membership or whatever. You should have people that get upset because of their maybe their experience wasn’t great, or that their service treatment wasn’t great, or maybe something negative happened, maybe a staff member didn’t treat them nice, or whatever. These are all positives. They can be looked at as negatives and like, oh my gosh, the walls are falling in on me and nothing. Is happening if you, if you flip the script, throw the courage on and say, these are happening to me, because we’re growing, and now you’re going to continuously be ambitious, show up more, you know, earlier, train people understand things are happening a lot faster than when you first started. It happens to everybody, right? Jeff Bezos didn’t start Amazon, Amazon Prime Day one, right? The guy started in his garage. Like Apple started in their garage. Microsoft started in their garage. All these great companies, you have to start somewhere and continuously have that courage and discipline to keep showing up so the walls like aren’t caving on you. They’re expanding and retracting, and then the expansion happens beyond the retraction, right? So make sure you guys are continuously focusing on that. So talking more about sales, I think it would be very wise of practice owners to read and invest in sales books, invest in sales audibles. There’s some great content out there, I don’t need to, you know, tell you exactly which ones to go read or see, but there’s some phenomenal content out there to just understand the sales process, understand human nature, understand like buyer, consumer, buyer behavior, and if you can, you know, hint on those points when you are connecting with your audience, whether through social or connecting like face to face, these are great areas to just have advance your skill set on. I see practice owners all the time. They’re so advanced when it comes to the anatomy of the body, like there is acronyms, sorry, acronyms that I hear constantly that are, like, way over my head. I’m like, I’ve never, even, never even heard of that, right? This is a very educational specialty that you, you go, you know, spend a lot of time in, in college and education, continuous education. It’s something I admire. It’s something, something I, you know, I don’t have, right? And I’ve never, I’ve never done, but what I have done, and spent a tremendous amount of time on, is understanding business, understanding economics, understanding sales, sales process, consumer, buyer behavior, trends, sales, like marketing, you know, funnels, automated, follow up those types of things. And so when you when you start learning those skill sets, and you compound that with your skill sets of what you do, that’s where that breakthrough happens, right? You never hear about a this book was amazing. It’s always a best selling author. It’s a best selling author. It’s not that book was amazing, but it only had three people that read it. It’s a best selling author, because they sold so many different books, right? And so when you when you see a company that has a lot of velocity, a lot of transactions that take place, it has to do with sales and marketing. Okay? So make sure to hone in on that skill set, be ambitious, continuously understand and have courage with that ambition, so you’re not that bust without keys, alright, guys, I’ll leave it at that. Thank you so much. Appreciate you tuning in. If you guys want to share this content, I’d love it. Leave a comment like I appreciate it again. This is Cameron. Thank you so much. Until next time. Not be injecting you.