Med Spa CEO Podcast Episode Summary

Episode Title: The #1 Person You Need to Sell To in 2026
Host: Heather Terveen
Date: January 14, 2026
Theme: Why the Most Crucial "Sale" You Make Is to Yourself—And How Mastering This Changes Everything for Med Spa Owners

Episode Overview

In this episode, Heather Terveen distills a powerful message: if you want to elevate your med spa’s profits, team performance, and market impact in 2026 and beyond, the first—and most vital—person you need to “sell” is yourself. Drawing on personal anecdotes, client stories, and industry examples, Heather explains why self-belief drives business results and exactly where most owners falter in this area. The episode delivers actionable ways to cultivate genuine conviction and outlines how this single shift can transform your business, leadership, and team.

Key Discussion Points & Insights

1. The Energy of Being “Sold” on Yourself

Timestamp: 01:00–04:30

• Owners who move with speed, resilience, and confidence do so because they are “so sold on what it is they’re doing.”
• Doubt and lack of conviction force slower decision-making, seeking approval, and “borrowing” belief from others (team, family, partners).
• Heather illustrates with her own story: her husband’s support mirrored her own certainty or uncertainty in the business. When she owned her vision and decisions, support followed.

Quote:
“I made the decision a long time ago: I have to be sold on myself first, I have to be sold on what it is that I’m doing.”
—Heather, [08:19]

2. Common Ways Owners Abdicate Belief

Timestamp: 06:00–14:00

• Owners defer decisions to spouses, partners, or seek consensus because they haven’t “sold themselves.” This habit is especially visible in investment or growth decisions.
• People around you (team, clients, family) reflect back the energy and conviction—or lack thereof—that you project.
• Example: Not being able to explain or sell your own offers translates into your team or clients not buying into them, either.

Quote:
“When you’re not sold on something, you move slower, you retract, you have to abdicate the decision-making to other people because you’re not sold on it. So you are actually trying to borrow other people’s beliefs.”
—Heather, [11:17]

3. The Four Belief Pillars (The “Belief Diamond”)

Timestamp: 18:10–20:30

• Heather references her “Belief Diamond” framework:
  • Belief in your offer
  • Belief in your ability to deliver
  • Belief in your market
  • Belief in your team
• Foundational conviction in all four areas sets the stage for leadership and sales success.

4. Making Your Offer Irresistible—For You First

Timestamp: 20:30–23:15

• Heather discusses a key internal process: If you want others to find your offer irresistible, you must find it irresistible yourself.
• She shares about the Irresistible Offer Worksheet used internally and in coaching—its secondary function is ensuring YOU’RE sold before trying to sell others.

Quote:
“If it’s not irresistible for you first, it won’t be for them.”
—Heather, [22:30]

5. Leadership: Casting Vision vs. Seeking Consensus

Timestamp: 35:00–38:00

• Consistently, the med spa owners who gain traction and weather storms are those with absolute clarity on their direction and unwavering self-belief.
• Leaders need to “cast the vision first, invite collaboration second”—not reverse.

Quote:
“Your team doesn’t need consensus, they need conviction.”
—Heather, [37:45]

6. The Trap of Waiting for Proof

Timestamp: 39:00–42:20

• Many owners “wait until it works” to believe in a new offer, marketing channel, or price—delaying belief until external results show up.
• Heather’s rebuke: Results don’t create belief—belief creates results. Acting “as if” draws results faster and more powerfully.

Quote:
“Results don’t create belief. Belief creates results. You cannot create the results without going out and having enough belief that you can create those results.”
—Heather, [40:17]

7. Personal Stories—How Self-Belief Protected and Propelled Growth

Timestamp: 44:00–48:30

• Heather shares how, earlier in her career, poor feedback or setbacks would have “derailed her for a while.” Now, strong self-belief means she can take negative feedback in stride and not lose direction.
• With conviction, she makes bold profit and growth goals—and finds her advisors, team, and even her CPA reflect back that confidence.

8. Five Key Areas for Self-Conviction

Timestamp: 53:00–58:30

• Heather lists the five places business owners must be fully “sold” in order to level up:
  1. Sold on yourself (showing up with confidence, not overanalyzing or hesitating)
  2. Sold on your family/partner dynamic (limiting the sway of unsupportive inner circle)
  3. Sold on your contractors and hires (taking ownership of outcomes, not abdicating)
  4. Sold on your clients and leads (holding firm on pricing, approach, and target market)
  5. Sold on your ability to lead, market, and achieve long-term vision

Quote:
“You want others to fill you up with belief in your business, but you haven’t even fully claimed it yet.”
—Heather, [54:35]

Notable Quotes & Memorable Moments

• “People mirror your energy… It’s because of the energy they show up with.” [30:30]
• “Selling yourself first shifts the language from ‘Does this make sense?’ to ‘Here’s how this works.’” [36:18]
• “Selling from self-belief feels like choosing, not chasing.” [36:32]
• “Contractors can’t carry the belief for you… That is 100% an owner’s job.” [58:01]

Action Steps for Listeners

Heather encourages a journaling/reflection exercise:
Where are you not fully sold on yourself?
Where does that show up in your leadership, your team, your client relationships, your marketing, and your vision?

“80% of the battle is having awareness of how this is limiting you right now.” [59:30]

Takeaway

If you want to lead a profitable and resilient med spa, the belief you carry in yourself is non-negotiable. Everything—sales, team buy-in, market authority—flows outward from that source. The work begins (and continues) with repeatedly selling yourself.

For listeners who want to revisit specific insights, reference these timestamps:

• [08:19] — Selling yourself first: the spouse/partner story
• [22:30] — Irresistible for you, then for them
• [37:45] — Conviction vs. consensus
• [40:17] — Belief creates results
• [54:35] — The five critical self-conviction areas

Original Host’s Tone: Warm, direct, energizing, occasionally humorous, always practical and rooted in real business experience.

Best Quote to Sum Up the Episode:
“Results don’t create belief. Belief creates results.” [40:17]

For med spa leaders: grow your conviction and watch everything else follow.