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Med Spa CEO
Be the Enthusiastic Leader Your Business Needs
00:33:47
Want to know the secret behind high-performing leaders and premium sales? It’s not just your strategy, it’s your energy. In this episode, I break down how your enthusiasm, conviction, and clarity become the magnet that draws in team buy-in and...
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It only takes one team member to completely turn your workplace into a toxic environment. Like if you're an amazing quarterback and you're like drafted in the first round and you go to a team where the running backs and the wide receivers and the offensive line can't actually protect you, you can't do your job well. The same thing happens when you have team members that you're tolerating. They actually make it so the whole environment is less effective. You could hire an A player, but if they into a team that is toxic and negative, they will actually lower their energy to blend in. It's incredibly precious and important that as the leader that you actually protect the integrity of your culture and your workplace by, you know, letting go of the folks that are not energetically a fit for your place. Welcome to the MedSpa CEO podcast where I teach you how to grow and scale your med spa or aesthetic practice so that you can have the and impact you know you were meant for without overwhelm, stress or feeling like you have to sacrifice your personal life and happiness to do so. It's totally possible for you and your business. Plus simpler than you think. Keep listening to find out how well. Hello my friend. Welcome back to another episode of the podcast. I'm pumped you're here with me today. What the inspiration for this episode really came. There's a variety of different things that I have been working on personally in my own business and I shared the initiation of this, I guess in an episode that I think actually aired in January, when I talked about how I changed my business model back. It's gonna be a year coming up in summertime, summertime of 2024 is when I decided I was going to change how I wasn't changing who I was working with, I wasn't changing the promise of what we do, but I was changing the structure of how the client journey really was for our folks. And the impetus for that really came down to when I felt out of alignment with the current structure of how the client journey for our folks. So we had a structure that was built around sales calls and we had one offer, right? And I was really the only way you could work with us was through msa. And it just energetically did not feel like the type of structure that was gonna serve me the most. And what's interesting is part of me felt like this was so indulgent, right? Like this doesn't feel like I don't like it, but what happened on the other side of when I decided to and if you go to January's episodes, you'll be able to find the episode. And it's all about how I shifted our sales process and our marketing system. And the beautiful thing that happened on the other side of that was that my business really took off. Not only did my business really take off, but I have fallen back in love with my business. And it's because I really paused and actually took the time to decide intuitively what felt like it was going to be a system that was more in alignment with me. And I think the real reason why is because it's not just what you're doing, it's the energy behind what you're doing. The energy behind your actions matter so much. And because the prior system, like we were having success with the prior system as well, too. But it felt like I had that upper limit problem. And if you've been a longtime listener to this podcast, you know I'm a big fan of the book the Big Leap by Guy Hendricks. And in that book, he talks about this upper limit problem that we create for ourselves. And he has this quadrant that he shares. And in the quadrant, he really encourages you to find out what your zone of genius is. Your zone of genius is the thing that you can do that energetically feels like you're in flow with it. And what happens with many of us is we get trapped in the zone of excellence. These are things that we can do well. And that was the case for me, right? Like the old business structure that I had, we were doing it in the zone of excellence, but energetically, it wasn't our zone of genius. And so we shifted our business model to kind of change the whole flow of how our clients come into our ecosystem. And now my business has just skyrocketed since then because of really choosing to actually step into that energetic flow, which I know may sound a little woo for some of you. So today I really wanted to dedicate this episode to how can you do an audit of your business and of what you're doing, leadership wise to try to tap into that energy. Because everything you do, whether it's being the creative leader of your business for your offers and your marketing, or leading your team, or anything that you're doing that operationally needs to be done, the energy for which you actually bring to that action is going to be everything. I'm going to give you another example. So, you know, it's funny, I have this one really high converting ad. It's also one of my spicier ads, like we've been talking about on the episode it tends to be the things that the topics or the ads that have the most negative comments sometimes, or people who are just disagreeing with me, which is fine, they're allowed to do that, are my most high converting ads because it tends to repel certain people and then it like really attracts certain people who jive with what I have to say. And so the ad is basically the text overlay on this B roll. It's a short B roll. And in the B roll, I'm actually saying when you use complicated jargon during your consultations, it actually lowers sales. So that's when you're over complicating things. Right? The text overlay just says teaching during your consults lowers sales. Which generally speaking is usually true. And I had some, you know, person, I think it was an injector who commented on it, and she's like, ever since I started teaching during my consults, patients have bought more. And so here's the thing. If I have two different injectors. So let's say you have two different injectors on your team. I could give them the exact same teaching script. Okay, we'll just say it's a teaching script to use during consults. And then I send one off and she does 100 consults with the exact same script, word for word, the exact same script. And then I send another injector off and she has the exact Same script for 100 consults as well too. Their conversion rates are going to be completely different. It's not whether or not you're teaching. It is the energy behind how they show up to say the words. And this is especially true in face to face communication. I really believe in belief driven sales. How can we create a belief driven sales ecosystem for you and your team members? Because when everybody really believes in what they're doing, you more naturally show up with a different energy. So why am I sharing this with you? Well, it's because if you feel confused or uncertain about why things aren't, you might be using a strategy. You might be listening to this podcast and trying to implement some of the strategies you've even heard me teach you or some other strategies that you've learned along the way. The skills you're trying to develop, the energy with which you, you implement whatever the strategy is, the energy you bring to any action you take will dramatically determine whether or not that action will have success. So the question then becomes one. First, let's actually analyze where this is showing up for you. And then let's talk about some ways where we can try to manufacture an environment that is going to produce more energy, that is going to serve the strategy and the action that you end up taking. So let's actually start with your team and actually you and your own selling as well too. So regardless of whether you're like a solo person who's really doing all the sales yourself and you're just evaluating your own sales, or you have an entire team and you're evaluating them, I was actually having this conversation on an Med Spa Advantage CEO call and we were talking about coaching team members and we had certain scenarios that were popping up with some of their team members. And I coach CEOs inside of MSA, but I also coach team members. So we have team member specific calls as well too. And so the question becomes, how do we make sure that we have a team that. That energetically is going to bring that type of energy that we want when they're presenting the solutions that you have for your patients? Okay. And so there's a really famous quote by Jim Mora. He's like an NFL coach and he's like, you did not lose in the playoffs, you lost in the draft. And so for some of you, it is a hiring situation where you just didn't get the right team members and you were trying to put a square peg into a round hole. Okay. And it's because, you know, you have certain team members that are just always going to struggle because of whatever belief systems that they've had since they were kids. Right? So but for many of your team members, they just need clarity and they need support to really shift them into belief around whatever it is that they're selling or presenting as well, too. So energetically, how can you ensure that your team members are actually going to have that belief so that they can show up with certainty, confidence and conviction? Okay. So we talk about this a lot. That's why we want to have clarity on what gets recommended to whom, when. That's why we want to have clarity on the consult process. Because if they have more certainty with what they're doing and what they're supposed to be doing, the chances of them, we give them more of a fighting chance of showing up to that conversation with more confidence. I want to shelve that for a moment. Okay. But it's incredible example. This is why certain folks are better. And you can probably even think about some of your peers that just from day one are so dang good at selling and growing their businesses. And you're like, this person is way less experienced than I am. And yet they are selling more, they're growing faster. And it likely has to do with the energy that they are bringing to what it is that they're doing. And I want you to think of it right now like, as I share that with you, is there a certain person that comes to mind where you're like, yeah, they just have that bold, like, not gonna take no for an answer type of energy that they bring to things, because that actually will supersede anything that they say. Right? Because the way that we say it, especially in person conversations. But the other thing we're gonna talk about is also the energy of your team. The energy of the culture that you've created in the workplace is not going to be larger than the leader. Right? And so there is a cap that you bring if you don't have a certain type of energy that you're bringing to the things that you're doing. I've talked about it kind of high level. Let's talk about what are the common energetic leaks that are happening for you and your business. So what is an energetic leak? So an energetic leak is just something that pulls your focus, dims your presence, and it lowers your effectiveness when it comes to being able to do what it is that you need to do to lead your business to the next level that you wanna lead it to. So some of the energetic leaks, okay, number one, doing work you resent or outgrew. Now, there's a difference between having a huge amount of your work week be built around work that you resent and sometimes having to do the hard things that we have to do in leadership. Okay? So we still have to do some hard, uncomfortable things, but like doing an audit of your week to say, am I doing a lot of work that I actually resent? Am I doing a lot of things that I've actually outgrown? Okay. And I think it can be incredibly effective to actually do a time audit and see where you are actually placing a lot of your energy. Because I try to do a time audit once a quarter to actually analyze where am I spending a lot of my time. And you know when you've kind of made it through a week and you're like, dang, I don't even know like, where, what, what happened, right? Like, it doesn't feel like I got a lot done yet. I was busy every day. That's when you know it's time to do a time audit and I want you next time you do one. And so what is a time audit? It's actually sort of painful to do it. I think just because you have to be journaling and writing down in ideally 15 minute increments where you are actually placing your time, you'll start to notice if you're spending a lot of time on scrolling on social media. Energetic leak, my friend. In many cases, right? Another energetic leak is worrying about competitors instead of leading and innovating and staying in your own lane. This is one of those things where I recommend you, like I would abstain from it and do something cold turkey. Meaning if you follow a lot of your peers, if you spend a lot of time analyzing what your competition's doing, this is a huge, and I see this as a huge, energetic leak for many of my clients. Not only is it an energetic leak, but it just strips you of your own genius. It robs you of the opportunity to tap into your own innovation to what you think is great because you're like, you're looking outside to see what other people are doing and try to perceive like, oh, maybe this is what's working for them and you don't even know if that's what's working for them. And even beyond all that stuff that we've talked about before on the podcast, the baseline is that it just robs you of the energy, the energy that you want to really be the creative innovator that your business needs as well too. Oh, here's a huge energetic leak that I've coached many of my clients through is tolerating team members who drain morale. It only takes one team member to completely turn your workplace into a toxic environment. Now, if you're listening to this or watching this on YouTube, you probably can think, right? If you have somebody that's like this on your team, you thought of whoever that was instantly. It's incredibly precious and important that as the leader, that you actually protect the integrity of your culture and your workplace by letting go of the folks that are not energetically a fit for your place. Because it is one of those things where you could actually draft. Let's actually use our draft analogy. You can be drafted if you're an amazing quarterback and you're drafted in the first round, right? And you go to a team where the running backs and the wide receivers and the offensive line can't actually protect you. You can't do your job well. The same thing happens when you have team members that you're tolerating. They actually make it so the whole environment is less effective. And I've seen it. I've seen it when I coach team members. There's this Thing that happens where even for the team members that would be that first round quarterback draft pick, they actually will lower their energy to meet the energy of the folks around them. You know, it's that idea that you are the average of the five people that you're around. And this is true, like you could hire an A player, but if they come into a team that is toxic and negative, they will actually lower their energy to blend in. It's a total tribal thing for us. We actually don't want to be excommunicated from the tribe. So it's very normal for a team member who might be awesome to come in and then actually be disappointing in what they're able to produce or do, if you will, because they are going to unconsciously actually pick up the vibe of all the other team members as well too. Another energetic leak is over committing because you just can't seem to say no. Okay, so this is work life and personal life. So many of the amazing, epic, ambitious women that I work with are over committed. And it's because you have such high standards for your personal life, for your children, for your relationships, and also for your professional life as well too. And if that's you, which is the majority of the listeners of this podcast, you have to actually be incredibly conscientious about what you commit yourself to. And this last year I had to draw my line in the sand for some of my commitments that were outside of what my priorities are. And if you don't know what your priorities are, the world will create priorities for you. Everybody else will prioritize your time and you know, if this is happening to you. So for me it's God, family and then my work life and then after that is my social life. And so like I have less social things on my calendar right now just because right now that is lower on the totem pole of priorities for myself. And that, that isn't always easy to do, but it protects my energy because for me, probably two years ago, year and a half, two years ago, before I really got sort of ruthless and savage with my time, I had so much more dissonance because of the over commitments that I had. Because individually each of those commitments, I actually, I mean, in theory I liked them all. That's why I was saying yes to them. There were some things, a few things that weren't, but there were some things that I had to say no to that I actually theoretically would like to do. It's just in combination with everything else that I was doing, it actually was causing so Much negative resistance and dissonance. And so, energetically, now I am in a better place because I did an audit and got ruthless with my commitments. Okay. Another energy leak for leaders is that you're delegating without clear outcomes or a process. And it's also this underlying belief that you can do it better and you cannot do everything yourself. And it takes initial energy to actually create room, to have a more expansive environment, to have more energy. And what I mean by that is like hiring and getting support. This means at home and at work. And so that's why with the time audit, yes, do a time audit of, like, what you're doing when you're at work, but then also doing a time audit of home life, because it may be that you need support at work, but it may be that you need support at home as well, too. And actually getting help with somebody to come and clean the house with somebody to help with, you know, certain kid things. That is what Bryce and I decided. Like, we actually needed more support and more help. And it's been such a game changer for us when we decided that we actually will energetically be able to make more money and be more successful. So the help is going to pay dividends in returns because of that. Okay. Another energetic leak is holding back your opinions in order to avoid conflict. And the leader of the business needs to be able to speak with firmness. Doesn't mean confrontational. I don't mean that at all. But there's a lot of energy that is wasted in not actually telling people directly what you need from them. And this happens a lot with those of you managing team members as well, too. Like, I brought up the toxic team member as an energetic leak. The other part of that is the fact that you probably are spending a lot of time avoiding having those tough conversations that you actually need to have with them as well, too. It's my belief that all these things we've talked about, they create energetic clutter. Right? Just like the clutter in your house, just like the clutter in your closet when you haven't done a spring cleaning of your closet, it makes it harder to see what you have to wear. It just makes you feel less organized. And that's what happens when we have all this energetic clutter and all these energetic leaks that are happening as well, too. So how can we actually be conscientious about our energy? One thing I'll say is that in this current, like, when we look at all the business gurus and a lot of the messages that they're sending to business owners. And quite frankly, I'm even guilty of this sometimes too. It's like you need more reps, you need more to do more. We're giving you more things to do, right? And so it can feel like, oh my gosh, like people are just adding to my list of things to do. Right? But what's important as the leader is like, you actually do still need to get strategy, to get help, to get roadmaps that can work for you. You have to take the time to actually, from an energy perspective, look at what you're doing and make sure that it's in alignment for what it is that is going to feel more energetically aligned. Because there are so many different ways to actually do different things in your business, right? Like I gave the example in my own business about the sales funnel that just eventually did not feel in alignment anymore. There are many examples of really, really successful coaching and consulting companies that have built their entire businesses off of that business model, right? And so it took, for me, it took some cojones, if you will, to say to myself, like, that is great for them, but that doesn't work for me and for you, I want you to really look at your business and your personal life and to really, really start to wear that leadership hat where you are actually intuitively assessing, okay, what energetically am I naturally better at? What energetically is just a buzz kill for me every single week because what you end up doing will be so much more effective. So let's talk about how do we create an environment that is really a workplace that is fostering this type of energy? Okay? So like I said, it really does start with you and what you are going to tolerate in the workplace. And also being super intentional with creating an environment that is gonna help with the energy as well too. And so, so let's talk about something pragmatic team members and even your own selling. So this idea of belief driven sales, how do we show up energetically, more in belief for our offers and what we can actually do for our patients? How do we create an environment where our team members are going to have the energy to believe as well too? And so like I said, there's certain team members who are always gonna struggle with this, but there's a lot of team members that have the kind of character, they're coachable, and they just need some guidance in order to show up differently. And so I want you guys to be thinking about this. How can you reconnect your team to the purpose and mission and results that you are able to achieve for your patients and your clients. Okay? Because if you have a consistent way of doing that and it becomes part of your culture that you are connecting everybody to that, then it will help actually permeate everything that you all do. So, you know, regularly sharing testimonials and relooking back at before and afters, and having that be whether you do a weekly huddle or if it's just you and you're the primary salesperson, like you, actually connecting to your offers and the results that your offers are able to achieve. I have this worksheet inside of msa. It's called the Irresistible Offer Worksheet. And part of that worksheet is actually designed to help folks actually really itemize the unique value proposition of each of their offers from a marketing perspective. So it helps with creating social content, emails, what have you. But the real secret and the way the questions in that worksheet work is that they also help sell them on why this offer is so irresistible. So it's easy to have it be that you get just busy in the busyness of running your practice and for your team members, too, where they're just going through the motions of seeing the next patient, seeing the next patient, seeing the next patient. Like a factory that it is so important, though, to have small amount of time every week, if possible, to actually connect to what is the point of it all? Right? The point of it is that you want to transform lives. And that can get lost in the weeds if you don't have an intentional way to connect to that transformation. So regularly on your weekly huddles, having a way to actually share the positive feedback, the results that you all are able to achieve for patients, even creating, like visual boards of your patients or clients wins in the back office. So it's like displayed and people can see it. You know, we were talking about on a recent MSA call, it can be helpful, like, if you have one team member who is really just crushing it when it comes, like, converts way higher and is able to sell way more than your other team members, maybe it's time that some of the other team members actually shadow that team member, because that's infectious, right? And so that team member's energy is obviously different. That transference of enthusiasm, that team member is actually probably distinct. Displaying with those patients is just different than the other team members. And if you can get them to shadow her and then, you know, get that contagious energy and enthusiasm and see what they're doing. Right? Because like I said, that Team member could tell the person, this is what I'm saying, I'm keeping it really simple or whatever they are saying. But it won't matter if that other team member still has the low energy or the doubtful energy, the uncertain energy or the energy of like, I don't really believe in what I'm telling you type of energy. It's not going to matter that we give her the what to say now. Giving them what to say, having a real clear consult process can help because we know as humans and psychology wise, the more clarity we have on what we're saying and why we're saying it, the more likely we show up with confidence and certainty. So how do we create a culture of energy that is just going to create this whole ecosystem of energy that's going to produce success for you and all of your team members? The last thing I will leave you all with is that leadership energy is contagious. Think of Sarah Blakely and Spanx, her infectious excitement about Spanx. And if you hear any of the she calls the like delusional things that she did at the beginning of Spanx, she was like delusional. These are her words, by the way, about it. And she had a Spanx license plate and she asked her friends to go buy Spanx and Neima Marcus to sort of like generate sales. She wore a Spanx shirt. She pitched herself, right? She had this infectious energy that really was the energy that was the initial, you know, needed energy for Spanx to have the success that it did. There's so many other examples of this where the leader really sets the tone for the culture of the entire culture and environment of the business. And so your energy is contagious. That's what I'm going to leave you with today. So where do you go from here? Number one, it's time to do an energy audit. What energetic leaks are happening for you personally and professionally. Okay? Life is gonna. Life, right? Life is gonna keep lifing at you, right? We're gonna have, you know, sick family members and we're gonna have stressful relationships sometimes and we're gonna have financial, maybe setbacks. Those things are going to happen in life, okay? But there are a lot of things that are within your control. So do an audit of where the energetic leaks are happening for you personally and professionally and decide to be the kind of leader that is going to be that contagious, infectious, energetic, visionary innovator that your business needs. That, my friend, is what I have for you this this week. I will see you next week. Hey, if you're enjoying this podcast and you're a boutique, results driven med spa owner who's looking to drive more sales profitably each month without hustling yourself into the ground to do so, then you should consider applying to join us inside of the MedSpa Advantage. It's the only program designed to help you grow your revenue and profits while gaining back more time so that you don't feel scattered and drained while running and growing your business each month. To learn more about whether or not you're a fit for joining us, you can head over to heatherterveen.com apply to apply to get on a call with us to learn more. That's heatherturveen.com apply to learn more SA.