Med Spa CEO Podcast Summary: "The Mindset and Strategy Behind Converting $15K Treatment Plans with Tommie Jo"

Release Date: April 16, 2025

Introduction

In this insightful episode of the Med Spa CEO Podcast, host Heather Turveen welcomes Tomi Jo, a psychiatric nurse practitioner and the CEO and founder of Driftless Aesthetics based in Lacrosse, Wisconsin. Tomi Jo shares her journey from healthcare to establishing a thriving med spa, providing invaluable strategies for converting high-ticket treatment plans and building a cohesive, results-driven team.

Tomi Jo’s Journey to Driftless Aesthetics

Background and Inspiration

Tomi Jo recounts her transition from a psychiatric nurse practitioner in a small mining town in northern Minnesota to founding Driftless Aesthetics almost three years ago. Observing the unmet aesthetic needs of her underserved clients, particularly women seeking Botox for migraines, inspired her to explore the aesthetic field further.

“I started researching what it would take to open my own practice. And then that turned into a 34-page business plan...” (02:14)

With an MBA and an MHA, Tomi Jo combined her business acumen with her healthcare expertise to create a holistic, one-stop-shop aesthetic clinic.

Overcoming Initial Challenges

Navigating Overwhelm and Building a Team

Launching Driftless Aesthetics on December 28, 2022, Tomi Jo initially faced the daunting task of managing all aspects of the business herself, alongside a part-time esthetician and a front desk person. Feeling overwhelmed, she sought guidance and found Heather Turveen, whose coaching helped her redirect her business strategy.

“I knew I needed help, but I didn’t know what direction to turn...” (06:45)

The addition of Jordan, an aesthetic nurse, revolutionized her practice. With Jordan’s alignment to the clinic’s comprehensive non-surgical treatment plans, Driftless Aesthetics was able to provide consistent and reliable outcomes, enhancing client satisfaction and trust.

“Jordan fell from the heavens above. And we now have an amazing aesthetic nurse and I have an amazing team...” (07:44)

Implementing High-Ticket Treatment Plans

Strategy Behind $15K-$18K Packages

A significant focus of the episode is Tomi Jo’s strategy for creating and presenting high-value treatment plans. By adopting a comprehensive approach rather than offering a la carte services, Driftless Aesthetics minimizes decision fatigue for clients and ensures they understand the long-term investment in their aesthetic journey.

“She models exactly what I do. And she’s like fricking amazing...” (08:33)

Using analogies such as the dentist or orthodontist, Tomi Jo effectively communicates the necessity and benefits of committing to a series of treatments over 12 months, akin to maintaining dental health.

“It’s like going to the dentist and finding out you need eight crowns...” (12:00)

Unique Philosophies and Non-Synthetic Approach

Differentiating Driftless Aesthetics

Tomi Jo emphasizes the clinic’s commitment to a non-synthetic approach, integrating treatments like hormone therapy, weight loss programs, and medical-grade relaxing facials. The use of Selenis Derma, a filler derived from the client's own blood, sets Driftless Aesthetics apart from competitors who rely heavily on synthetic products.

“We’re creating filler from clients on blood, heating it up, and putting it back into them...” (15:21)

This philosophy not only appeals to clients seeking natural results but also fosters a strong sense of skin integrity and natural glow among Driftless’s clientele.

Building and Managing a Cohesive Team

Effective Hiring and Role Clarity

A cornerstone of Driftless Aesthetics’ success is its dedicated team. Tomi Jo highlights the importance of hiring individuals who align with the clinic’s values and philosophies. She credits her husband for providing valuable business insights, particularly in hiring and HR.

“I should have listened to my husband from the very beginning because he has an extensive business background...” (20:21)

Implementing clear roles and expectations, with the assistance of revenue-generating teams coach Lori Wimmer, has enabled Driftless Aesthetics to operate efficiently and scale effectively.

“She’s helped identify those roles and those expectations...” (22:51)

Achieving Significant Growth

Impressive Revenue Increase

Since its inception, Driftless Aesthetics has demonstrated remarkable growth, achieving a 43% increase last year alone. From generating approximately $30,000 in their first full month to over $160,000 by January 2025, the clinic’s strategic approach and effective team management have been pivotal.

“I did it. Thanks, Heather.” (31:25)

Future Plans and Vision

Sustaining Momentum and Expanding Services

Looking ahead, Tomi Jo aims to sustain and further accelerate growth, setting ambitious targets for 2025. Driftless Aesthetics plans to continue its holistic, integrated treatment plans while expanding their client base to include more men seeking hormone therapy and weight loss solutions.

“Our reach goal for 2025 is 30%. And then I’ll be happy with 25%... we are on track for, for definitely the reach goal.” (31:38)

Advice for Aspiring Med Spa Owners

Embracing Challenges and Investing in Growth

Tomi Jo offers heartfelt advice to fellow med spa owners, emphasizing the importance of perseverance, strategic planning, and seeking external guidance. She underscores that the first five years are particularly challenging and that investing in coaching can pave the way for long-term success.

“You have to hang in there and you have to do it because this is a tough industry...” (32:52)

She encourages owners to embrace fear as a natural response to growth and to lean into new opportunities to differentiate themselves in a competitive market.

Conclusion

Tomi Jo’s journey with Driftless Aesthetics exemplifies the combination of strategic planning, team cohesion, and a unique treatment philosophy essential for scaling a successful med spa. Her insights into high-ticket treatment plans, non-synthetic approaches, and effective team management provide a blueprint for other med spa owners aiming to achieve sustainable growth without compromising personal well-being.

For more information, visit driftlessaesthetics.com and follow them on Instagram at @driftlessaesthetics.

Note: All timestamps correspond to the provided transcript segments.