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Med Spa Success Strategies
Mastering Your Injector Style & Team Performance in Your Med Spa - Interview with Steven Roddy
00:38:15
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- [00:00]
Ricky Shockley
Hey there and welcome to the MedSpa Success Strategies podcast. I'm your host, Ricky Shockley with MedSpa Magic Marketing. And this is where MedSpa and Aesthetics practice owners come to discover strategies and tactics that help them better market and manage their practices so they can grow, improve profitability and have more financial freedom. I'm excited today to be joined by Steven Rady. Stephen is the founder and CEO of pageantplanet.com, the number one pageant community in the world. The website, social channels and weekly emails reach more than 600,000 contestants and directors. Steven's also the co founder of Roddy Med Spa and Modern beautycon with his wife Renata. Roddy. Roddy Med Spa is the official medical spa for the Patriots cheerleaders and Miss Massachusetts usa. Prior to founding these businesses, Steven was a model and television host. At the age of 23, he was the youngest owner of a professional football team. He's consulted for movies, magazines, designers, and actors from Canada to Hawaii. We're going to talk about a fun and interesting framework that Steven has developed to help you understand your team, your injectors, and to optimize the staff for a better and more profitable Med Spa. Stephen, thanks so much for joining us today. We're excited to have you on the show.
- [01:07]
Steven Rady
Thanks for having me, Ricky.
- [01:08]
Ricky Shockley
So Steven and I were just talking a little bit before we launched the episode here, queued it up for recording. I think we're going to do a handful of episodes. Steven's got a lot going on in the space. Owns and operates Modern beautycon with his wife Renata. Also owns and operates Med Spa in Danvers, Massachusetts, called Roddy Med Spa. So we've just got so many cool angles that I think we could tackle here from being a husband and a wife team in the Med Spa space. I know many of you listening fall into that category, Managing injectors, Key takeaways from Modern beautycon, which is one of the things we originally talked about. But today we're going to focus our conversation on a framework that Steven developed about understanding different injector styles. So, Stephen, do you want to kind of give us the overview of the framework and then we can go into the conversation from there?
- [01:48]
Steven Rady
Yeah. So the theme of Modern Beautycon 2024 was empowering your artistry. And so the team and I, we were really brainstorming, like, hey, what does it mean to be empowered? And for us, it was like, okay, empowered is like you feel good about what you're doing and then empowering your artistry. What is artistry and artistry is your unique style. And this could be in management or in injecting how you relate with people. That's like your flair. So the thought went to, well, how do we really make people who are coming to the conference feel empowered about their particular artistry? And I was like, oh, what if we created in essence their injector style? And so created four different injector styles that I believe encompasses the different injectors that are out there. And it's something like if, if injectors and personality type quizzes had a baby, you would have this. So we put that up on Modern beautycon. People read through it, the descriptions, pros and cons, and said, oh, I'm a red, I'm a yellow, I'm a green. And they put the corresponding sticker on their badge and it became a point of conversation, which built more community throughout the conference, which we really loved.
- [02:55]
Ricky Shockley
Awesome. So could we start with the injector styles? Let's start off the top and I'm going to make some notes here so that I can make sure that I tailor my questions to the different injector styles. Because one of the things that we wanted to talk about is, you know, everybody's got unique personality traits, unique ways of doing business, and I think understanding your strengths and weaknesses, putting them into some sort of a framework so that you can better manage your skill set, your ability to time manage, deal with patients and run a business, ultimately, at the end of the day, is important. So which one do we want to start with, Steven, in terms of injector frameworks and for our listeners as an injector owner, maybe be thinking about maybe where you fall in. If you're hiring other injectors and you're trying to figure out how people fit into your business, kind of understanding these frameworks I think will help you in terms of managing your team as you're growing.
- [03:39]
Steven Rady
Yeah. So do you want me to give you like all four and then we go back and go into deeper dive.
- [03:44]
Ricky Shockley
Like let's actually do one at a time. I think if that works for you.
- [03:47]
Steven Rady
So we'll start with the perfectionist, which is red and that's my wife. She is like a true to leather perfectionist and a perfectionist outside of the industry. It's kind of a cuss word like, oh, you're such a perfectionist. But inside the industry, like, I can think of no better person to work on my face than a perfectionist. Right. Like somebody that's highly given to detail. It's like, if it's not perfect. They will not let you leave that room. And they're like, they're looking at you from all the different angles. They're like, okay, let me do the light. How you look in the shadow, spinning you around the chair. Like, that's typical of a perfectionist. And perfectionists are not just perfectionists in how they inject, but also in how they lead. They want their spa to look perfect, they want their nails to be perfect, they want the outcome to be perfect. And they're really like, leadership driven. And I would say one of the things that sets the perfectionist apart from the methodic, which is another style type, is where a methodic can. Can get lost in the details and get analysis paralysis. The perfectionist, they are willing to do it imperfectly until they get it perfect. They like, they just ready, fire, aim, like, let's do it. But they're at the end of the day, they want the perfect outcome. So they're willing to risk initially not being perfect because they know eventually their client or their patient will have that perfect outcome that they desire.
- [05:09]
Ricky Shockley
That makes sense. So, well, the next type, I guess that, well, that's a perfect segue into the next type. But with the perfectionist, you kind of know what you're shooting for, but you're not so worried about the steps to get there. You just know how to keep crafting it until you get that result. Yeah, right.
- [05:22]
Steven Rady
Yeah.
- [05:22]
Ricky Shockley
With the perfectionist, are there certain things that that person has to be aware of? Like you said, I think that that's probably a really good trait to have in this industry. Because again, it's my contention, those of you who listen to the podcast or watch some of the videos on YouTube, you kind of know it's my contention that med spas, you're not standing apart from your competition based on a unique value proposition. There's nothing crazy or unique that you do that your competitors don't do. In all likelihood, it's the incremental in the quality of experience and quality of result and patient care that's ultimately going to make you sticky and help you win and retain clients. So I think that perfectionist mindset is probably a really good mindset to have by default. But are there certain pitfalls to the perfectionist mindset? One of the things that you mentioned, Steven, that ties into something we've talked about recently on the show is if the perfectionist, they know how to achieve the result and they know what they're aiming at, but they're not as focused on the process it's hard to make something that's repeatable. So if that's you as an injector owner and you're like, hey, I do a really good job job for my patients, I get a really good result. But you're not sure how to actually get a, an injector that you hire to do the same thing, you might be light on the process side, which is going to make it hard for you to scale and bring in other injectors that do what you do because there's not a system or a standard to achieve the results. So could that be maybe one of the pitfalls of that frame, of the, of the perfectionist?
- [06:39]
Steven Rady
Absolutely, because they're not great at delegating, they're great at managing self and having their self go on to create results, but they're not great at delegate because it has to be perfect and they cannot control the outcome of someone else because the perfection, ultimately at the end of the day, they're controlling, they want to control the results, they want to control the atmosphere. And that isn't conducive to dealing with people having staff and being able to delegate. The other thing with perfectionists is they're highly critical of themselves. Like, their internal dialogue is very, in essence, damning. And I mean, if you had any friend or family member in your life that talk to you the way that you talk to you, they wouldn't be in your life. They would be toxic people. You would keep them far away. But inside, because you have that negative self talk, it's like, oh, it's never good enough. And because it's never good enough, you live in a higher stress environment. And unfortunately, sometimes your patience can pick up on that. Because if the aura around you isn't peaceful and isn't just like kind of Zen with the world around you, the then energetically, like. Especially because most of this industry is made up of women. Women are highly intuitive. They can pick up and sense that energy. And then they might be thinking like you have ought against them or something like that, when really it's just you're beating yourself up and you're just all in your head.
- [07:59]
Ricky Shockley
I love that. I was jotting some notes. So, like, if you're a perfectionist, then some of the downsides are you're more likely to feel stressed, like you said, Stephen, because you're shooting for perfection. And anytime you fall even slightly short of that, it's causing internal friction. But then if you're stressed because you're always shooting for perf and everything that you do. And that starts. It's inevitable that people can kind of. I always say people can smell it on you, even though you might not think that they can. If that's inside of you, people can kind of feel that in your aura. So, like you said, it carries over potentially into patient experience, even though you maybe wouldn't think that it would otherwise and really can affect your team. Because if everybody around you feels like they're falling short of your standard and they feel, like, not appreciated, they feel like they're not doing a good job, they feel like it's hard to make you happy and your team isn't happy. That's another thing we've talked about on the podcast. If you don't have a good team culture and environment where people are excited and happy to be at work, it's going to destroy your patient experience.
- [08:50]
Steven Rady
Yeah.
- [08:50]
Ricky Shockley
So it sounds like those are some of the things that the perfectionist needs to be aware of in terms of potential downfalls, because the thing that they have inherent is probably a really good thing to have in the aesthetic space.
- [09:00]
Steven Rady
Oh, absolutely. Like, I mean, I'm like, my wife is a perfectionist. My friend was like, oh, that's kind of harsh. I'm like, no, trust me, I see that as a very good thing. We were having our fireplace remodeled in our old home, and the, like, rocks on it weren't exact. She made him rip it all up and do it again. She's like, that's gonna drive me crazy. In the way it was positioned. The TV was above the fireplace. She had him rip it all up. And, like, I didn't notice because we'll get to my type later. But for her, it would have been completely distractive. And I'll say the last thing about the perfectionist is that they're just inflexible as a negative trait. And so this can be challenging with your staff. Oh, and then I think we need to touch on the positive so we're not beating them up too much, but they're just inflexible. So if they have an idea or a vision of what they want to happen, they're not necessarily open to feedback that differentiates from this. And the byproduct is they'll continue this path maybe to the point of success, maybe to the point of failure, but if it is to the point of failure or adoption, to new ideas, et cetera, then they could just be further behind the eight ball, because where they could have been the one of the first people to adopt, implement a new strategy and idea, maybe Years later, after the masses have adopted it, now they're like, okay, now it's a good idea.
- [10:17]
Ricky Shockley
Yeah, that makes sense. It's funny. Mary, my wife, is the same way. She. I have a very similar story to yours with Renata. She's like this with everything. We had somebody come do the tile in our bathroom and Mary's condition was I have to be able to shadow you the entire time. And she wanted to review all of the cuts and make sure that everything was perfectly aligned with the tile in the back.
- [10:36]
Steven Rady
Yeah.
- [10:36]
Ricky Shockley
So I think Mary definitely falls into this category even with how she operates in our, our business too. For those of you that know her, I think the perfectionist, you have so many good inherent traits, but you wanted to touch on specifically some of those. I think, Stephen.
- [10:47]
Steven Rady
Yeah, just bullet point fashion, like attention to detail. Right. I mean that's Mary and Renata, strong work ethic. Like their persistence and determination. Like I'm going to get this perfect, so help me Lord. Like this is going to happen. And they're, they're reliable. Like if perfectionist says, like I'm going to be somewhere at 10:05, they're going to be there at 10:05 or earlier because like they're perfectionist. I can't be late.
- [11:10]
Ricky Shockley
Right.
- [11:10]
Steven Rady
I got to be there on time. And their professionalism, like they're not going to come across as sloppy so that you can always trust them to do a really great job. So like if you have a perfectionist as an employee, like they are great, great staff. If you're a perfectionist and you're a leader, it's really great too because you'll take that business and all around the customer experience and the customer outcomes will be perfect.
- [11:34]
Ricky Shockley
Yeah, love that. Okay, segueing into the next type.
- [11:38]
Steven Rady
All right, so the next type, let's do the. I don't want to say complete opposite because both the, the perfectionist and the artist, they're very people driven. But the artist is like a typical artist. They're more creative and they're the people that people love to be around. They kind of get excited over a one car parade. They're just a good time. And like when you see them, it's just like you've never, like they've never been a stranger, they've always been in your life. They're like, hey, what's up? And for me, that's me. I'm an artist. When I was doing the self reflecting and these kind of people, they resist structure and they can learn, but their organic way of being is not to adhere to structure and to detail. If you ask me to proofread something, I skim it. I have to remind myself, like, I'm proofreading. Focus like that. Self talk.
- [12:34]
Ricky Shockley
Same.
- [12:35]
Steven Rady
Yep. They're. They're highly emotional. Now. Whether they're showing that emotional, external, or internal, there's still a lot of emotions going on. And they're like, oh, my gosh, best day ever. And next day, it's like, oh, I hate my job. This job stinks. It's all depending on the client and that interaction for the day. But they can be in the moment with that emotion, and that's one of the things that makes them so fun. You just never quite know what you're going to get with them.
- [13:04]
Ricky Shockley
So those people can be, like, really good with patient interaction, really good with relationship building, but they probably struggle if that's you, and you maybe are an injector who's turned into a business owner, or you're just an injector listening to this. You struggle with the attention to detail that's maybe required to be successful as a business owner. So if you're. If you're opening or operating a med spa, that's maybe where you struggle inherently. So you either need to be looking for help in that regard, or, like Steven said, be aware of it and just know that it's something you're going to have to learn and push through a little bit. Right?
- [13:31]
Steven Rady
Yeah, absolutely. Especially when it comes to numbers, because the bigger your spa gets, you've got to manage your numbers, and you got to be comfortable with, like, understanding money coming in, money going out. And if you're the artist personality, you just want to deal with the people. You just want to eject. Like, I don't want to do the business, and I definitely don't want to do the firing or the disciplinary or, like, core values. Like, so, like, standard operating procedures, like, oh, gosh, it's horrible. Just come in, love me, let's talk back and forth, and then go about your way. And that lack of structure can cause them to struggle in leadership, and they can be tougher employees when it comes to implementing processes. Like, you tell the creative, the. I'm sorry, the artist that, hey, we're going to. This is our process. They'll be like, yep, yep, okay, got it. Yeah, absolutely. And then they're a bit of a butterfly, so they'll go off, and then they'll forget what they've committed to, or they'll forget the structure, and they'll forget to take the notes, they'll run behind on times because they're just so in the moment having a good time with the patients whom they're serving.
- [14:39]
Ricky Shockley
Yeah, I love that. I'm thinking, like, as a leader, too, if you're. If you're in the position now where you're just maybe an owner, maybe you're not even injecting anymore. Maybe you are, but you've got other injectors on your team understanding. And this is probably like, same as like a Myers Briggs or a Colby that you can have. Like, I kind of slant toward artists, but I've got a little bit of perfectionist too in me. Like, these can obviously overlap, I'm sure.
- [14:57]
Steven Rady
Yeah.
- [14:57]
Ricky Shockley
But I think. I think understanding these basic personality types gives you some. Some sort of a box to try to put people into so you can know how to manage, coach and lead. Yeah, right. That's so perfect. Like, if, you know, you got someone and they're really good with people, good at what they do, but they're. They're a little loose. Maybe they're showing up a couple of minutes late. They're not really following standard operating procedures, like you said. I think, Stephen, these. This is maybe one of the personality types where maybe appointments go a little long too, because they're not paying attention to the clock. So you just have to be aware of reinforcing the things that you love about this personality type of these people are on your team and just understanding, you might have to pay a little bit more attention to helping them understand the structure.
- [15:33]
Steven Rady
Yeah.
- [15:34]
Ricky Shockley
If you're really heavy on the artistry side and the things that repulse you, like Steven mentioned, are like the financials and sops, you are going to struggle as you grow as a business owner. You can maybe get away with it when you're small, but as you start to try to grow a team of other people around you, helping you operate and run your business, and you don't understand your financials, because when you were in a small space and you were the only person doing any of the work, money came in, money came out, and you knew that more was coming in that was going out at the end of the month, you're fine. But it becomes more complicated as you grow. So just being aware of that, I think, is. Is critical.
- [16:06]
Steven Rady
Yeah, totally. And the other thing about the artist is that one inside the office or in with patients is they have a tendency more to gossip than the other types. Right. Because they just love people. And because people love them, they. They get stories.
- [16:21]
Ricky Shockley
Right.
- [16:21]
Steven Rady
And they're like, did you know what happened to Rebecca the other day? Well, let me tell you. And then. Right, so sometimes that can cause friction if the wrong people catch wind of it or if the wrong information is shared. And then the other thing, if you think in terms of a true artist who takes, they're working on a masterpiece, right. And then somebody comes in and critiques their work, even if it's constructive feedback, there could be that sensitivity to criticism that can cause them to be like, but this is my creation. This, this is what I think that looks good. So there can be that resistance there. Should we say just really quick like some of the. More of the positive. So the positive.
- [16:58]
Ricky Shockley
Yeah, yeah, let's do the. Yep.
- [17:00]
Steven Rady
So on filler. On the filler, they're. They're awesome. Like. Cause they have this artistic vision of the end result and so they can just kind of paint outside of, of the proverbial lines. They're always like in lines as far as like science and procedures, but they can just because filler has more of that artistic flair versus Botox laser, you're just kind of step obviously like innovative approaches. So to like how to do. Filling gaps in the schedule, different things. On social media, their marketing is typically on point and really good. And also like they have a lot of passion and enthusiasm. You're doing a sale. Oh, you want this person to like be on your squad because they're going to be like, oh, Rebecca, let me, let me tell you about this great sale that we have going on. You're going to love it. It's a great. And people feel enrolled because of their passion of the artist. So they're organically, really good at making recommendations, patient recommendations, and patients follow through a lot of ways.
- [17:53]
Ricky Shockley
This episode is brought to you by Med Spa Magic Marketing, my agency. We help Med spas and aesthetics practices grow with more effective marketing strategies. And I know that's a vague phrase, right? That's a vague claim. So I have an offer for you. I offer this to any new prospects if you're interested in exploring any of them, another marketing option, a new agency, or just getting into Facebook, Instagram, Google Ads for the first time. I'd love to show you why we're different, what we're doing for clients. And we can do that via a one and a half hour planning session where I'll outline a specific marketing plan and I'll give you all of the blueprints that we would implement if we were to do business together. Now you can take that, use that on your own, hire someone else to help you execute it or work with us. We really don't hold anything back on that strategy call. And I think you'll have a lot of confidence in how you manage your marketing investment moving forward. Understanding some of the nuances that can help you implement, implement more effective marketing strategies for your business. So if you want to do that, you can go to medspa magicmarketing.com I'm thinking I know we're getting to the other types, but before I forget, I don't know if you've thought about this Stephen already, but it seems cool to me like as a framework to understand just like a sports team. I'm a guy, so I always bring things back to these sports analogies. But it does seem like an advantage to have different personality types on your team. Like if all of your injectors are perfectionists and you have nobody pushing the limits with new ideas or some of the things that the artist brings to the table or some of these other types, then you might struggle to have balance in your business. So is there an advantage, you do think, to having different personality types as you build your team?
- [19:23]
Steven Rady
Yeah, completely. You're not going to have just one personality type that enters your spa, right. And with that you could become more of a well rounded. Have you seen there's this particular spa I have in mind that all of them are very similar personality types and their website and all their marketing seems very mechanical. I mean, it's like you're reading a dissertation about from a medical journal versus like hey, come into our practice. You're not going to have as high as conversions because what's exciting is the artist kind of stuff type of marketing because that's really what pulls people in the outcome, you know, in the realm of marketing. And they can also come up with creative sales and they just bring a life to the party. I mean, I had a friend who went to a plastic surgeon's conference and he was like, oh my gosh, it was like one step above the grave. They were just no fun. And then he was at this medical aesthetics conference is like, oh, it was so refreshing. And like the nurse's heart, you know. So I think that that's kind of what you would get because like think about just one person. If everyone was an artist, there'd be zero structure, everything would run out of time. I mean, budget, what's that? You know, and if you have a perfectionist, it would be so rigid. People would be scared to lay their cup of coffee down without a coaster and they wouldn't feel at home or welcomed. So you just kind of need all the personality types.
- [20:42]
Ricky Shockley
Yeah, it's kind of cool. I almost feel like the personality types, in a weird way, they could map to, like, a court, like a core value checklist. Like, we want to focus on the pluses of the perfectionist.
- [20:51]
Steven Rady
Yeah.
- [20:51]
Ricky Shockley
These are the cool things about artistry that we want to focus on. Because, again, it's the smallest things as a med spa that are going to help you stand apart.
- [20:57]
Steven Rady
Yeah.
- [20:58]
Ricky Shockley
And like Steven said, you don't want to be so mechanical that you don't show any personality. At the end of the day, those factors of know, like, and trust are built in a variety of different ways. It's not just your Google reviews. It's people. It's the injector talking on Instagram in a video when people are trying to decide whether to visit, you know, practice A or practice B. And they just tend to really resonate with the personality of that injector and the way that they do things and the way that they communicate. So I think showing a little bit of personality, leaning into that artistry flair, I think is. Is cool, even if that's not your natural inclination.
- [21:26]
Steven Rady
Yep, completely.
- [21:28]
Ricky Shockley
All right, anything. Any last notes on artists? The artist before we move to the next one.
- [21:31]
Steven Rady
That's good.
- [21:33]
Ricky Shockley
All right, what's next up?
- [21:35]
Steven Rady
The next up is the educator. It's the. The color blue. And the strengths of an educator is, like, patient communication, their commitment to learning, like, really thorough. They're going to make sure the patient first that they really understand, like, what. What's the root cause and what's the desire behind, like, why the patient's wanting what they want. So, for example, we have this thing in our spas, like the aesthetic questionnaire. Sample the face, and they kind of circle the areas that are problematic. So if somebody says crow's feet, they're going to be like, okay, so crow's feet. Why is that important to you? You know, it's just like they're the heartbeat behind all these different ones. Like, they really want to get to the core. So their thorough job of understanding the needs of the patient and explaining, like, what needs to be. What's going to be done. Their patients are very loyal to them, and they're loyal to their job and to the patients. And so they're great as far as customer or patient retention. And they're. They're very uplifting. Like, when you're in the presence of an educator, you feel good even about the things that you're exposing. As a weakness or an insecurity. They make you feel heard and seen. Like, I understand why you feel like that. You know, I felt the same way. That sort of kind of peaceful again. They're really supportive, dependable. Like, if they say they're going to be on a certain time, they're going to be there. Not because they're a perfectionist, like, and it has to be perfect, but because they don't want to let you down. Same outcome, but just a different heartbeat behind it. Like, I don't want to let the team down. I don't want anybody to wait on me because it's that really, that servant's heart. And they're, they're just coachable. So if you have a educator as an employee and you give them constructive criticism, they're always welcome it because they're like, yeah, I mean, I'm not the greatest. And that humility is what causes them to be both approachable by patients and just really coachable and a great employee. And if they're in a leadership role, it allows the staff to be able to approach them too. And the staff feels comfortable about giving feedback, so they're able to be flexible in what it is that is done. And they're also loyal to brands. So like an allergan, or if they get an educator and they're like, oh, I'm so Allergan's been so good to me. They've invested so much my training. I couldn't think of doing like Alderma, like, I just don't want to hurt Allegan, this multibillion dollar company's feelings by going to this other brand. Right. Very loyal sometimes to a point of.
- [24:02]
Ricky Shockley
A fault is one of the downsides potentially to an educator that some of them maybe do lean. Like you mentioned that plastic surgery conference that they're so focused on, like the, the knowledge and the procedures they maybe lack sometimes in patient care or in this categoriz necessarily. It's really more of like an educator, like a teacher's heart type of thing, right?
- [24:23]
Steven Rady
It's more of a teacher's heart. So they, they will never lack in patients care. But what they often do is because this is the weak side, they're not confrontational. So if a patient's like, I only want five here and like, you really should do 10, like, nope, give me five. And they have a hard time pushing back against the patients and saying, like, I'm the expert here. You came to see me, you need 11, we're doing 11 or you're walking. That sort of thing. They. They don't do that because they're. They don't want to hurt the patient. They're like, I didn't want to get a negative review. I didn't want to hurt the patient's feelings. Or this is all they could afford. You know, they're thinking about everybody in, like, all the potential ways that they could offend or hurt the different ones. And so in cases like that, they don't basically assert their own authority.
- [25:13]
Ricky Shockley
So they can have a servant mindset potentially to a fault, because they're like, I just want you to understand and you to get what you want. They don't necessarily sometimes have the confidence to push back and to coach the client on what they actually need. Right. That's maybe one of the potential downfalls of that categorization.
- [25:29]
Steven Rady
They just hate confrontation.
- [25:31]
Ricky Shockley
And that's important is like, we talk about sales and upselling and cross selling, but ultimately, at the end of the day, one of the things that I actually really love about this industry is people really care about the people that they're serving.
- [25:41]
Steven Rady
Yeah.
- [25:42]
Ricky Shockley
Which I think is really cool. Like, there's not. There's so many businesses where you ask people why they got into it and they're just like, I don't know, it seemed like a way to make a buck. Or it's just like it was handed down to me from someone else. Or it was just what my formal education dictated was the next step. Nobody opens a med spa because their formal education dictated that it was the next step. Right. It wasn't like you went to med school. So now go open a med spa. Nobody. Like, that's not what any sort of medical school is really telling you to do for the most part. And it's not like you had a parent or a family member that handed you down a business. So everybody that I work with, they love their patients, they love interacting with people. You talk to nurses that worked in the er and now they get to work with people and have relationships with patients and do something that makes patients happy. They do have that heart of a servant, which I love. Yeah. But so you mentioned the potential downside is when it comes to sales. And again, we never want to be. Sales should never be selling something that someone doesn't need. Sales, when it's done right, is educating your prospects well so that they get what ultimately is going to give them the best outcome. And that's maybe where this, this personality type lacks a little bit. So just to hit those positive checklists again, I know you did that Already. But just to kind of recap the positive checklist on the educator.
- [26:49]
Steven Rady
Yeah. Thorough patient loyalty. They've got that servant's heart. They're always going to do what's in the best of the patients. They're supportive, they're coachable, and that they have a lot of just loyalty. So even to your company, they're not going to be moonlighting other places unless they have explicit permission from you to do so. They're going to be on time, professional, those things.
- [27:12]
Ricky Shockley
Awesome. Cool. All right, I think we have one more personality type, right, Stephen?
- [27:15]
Steven Rady
Yep, we do. So we have the methodic is the last one. And the methodic is green and so hitting the strength. So strong attention to detail. Methodics, but just as an overview. They're very systematic in their approach and highly detailed. So with the methodic, they're like, attention to detail. Their adherence to protocols. Now this is obviously in science and in the med spa, like, nope, the treatment is 30 minutes long, not 31. So sorry, like five minutes late. Yeah. Not true. It's strict adherence to those protocols. They take a very analytical approach. They're not going to interject their own opinions if it's not science. If I don't have. Then you're only going to hear what I know to be true and factual. Their problem solving skills is great because they take a lot of the emotion out of it. So this is kind of more of the robotic of the different types, where they're just like, all right, what's the best way to solve a problem? I don't care who it hurts. It's just, we got to solve this problem. And they too, have a commitment to doing things perfect. And because it's like, this is the best way. They told me this is the desired outcome. I'm not going to stop until I get this desired outcome. So again, they're striving for that perfection, but with a different context because, like, they're supposed to do it perfect every time. And that's the methodic. That's. And then their technical expertise in all things that they take on is unmatched because they'll pull out the instruction manual if they have to. They cross exam and the salesperson. But then they. They do that. And then their risk management, that's strength. Because they know when they take the anatomy courses and they know where the different risky areas are, and they will avoid them or just not treat altogether because they're like, it's too risky. I'm not doing that. I'm not properly trained. So you need to go elsewhere.
- [29:10]
Ricky Shockley
Yeah. I think this one, to me, it has the most extreme. It goes most extreme in terms of pros and potential cons.
- [29:17]
Steven Rady
Yeah.
- [29:17]
Ricky Shockley
It's like almost that accountant, the person that's really good at finance. Right. They're really good at following instructions. There are certain roles inside of your business where, like, it's hard to almost find these people. And when you do, they're amazing because it's the opposite of you and me, Stephen. And it's in the proofreading sense, the proofreader, like you and I. I'm the same. I'll read a paragraph. Looked good.
- [29:35]
Steven Rady
Yeah.
- [29:35]
Ricky Shockley
And there were like five spelling errors. And this is.
- [29:37]
Steven Rady
Yep.
- [29:38]
Ricky Shockley
And this is the person. They're going to catch every little thing and they're going to ask three questions about why you didn't use a comma here. So there are certain components of your business where this is a really valuable skill set. And it seems like if you can pair, if you've got someone that maybe has a little bit of a bend towards this personality type, but they can. They dabble in some of the others that have a little bit more personality, those might make for really good team members. But these people, they, like, they might struggle, I'm assuming, with, like, patient connection, might get frustrated if there's any deviation from the plan. So if, you know, you open the doors one day and things don't go perfectly the way that you had them scheduled and things are popping up, these people can tend to get frustrated because things aren't going according to plan. Right. So are those some of the downsides you think are associated with this personality type you have to be aware of?
- [30:21]
Steven Rady
Totally. I mean, they're not going to be your highest product mover because, like, they're just going to be like, you need this.
- [30:29]
Ricky Shockley
Yeah. The manual says you need this next.
- [30:32]
Steven Rady
Thing, you need this. Got it.
- [30:33]
Ricky Shockley
So they're not going to miss the opportunity if it's there, if you outlined it, but they're not going to go above and beyond to kind of identify any sort of opportunity that wasn't specifically laid out for them.
- [30:41]
Steven Rady
Yeah. The owner says, I have to promote these three things before I trust you. So it's these three things. Now I'm treating you. Cool. Give me your face.
- [30:47]
Ricky Shockley
Yeah.
- [30:49]
Steven Rady
The other thing with them is like, let's say the aesthetic questionnaire. So the patient will do this, this and this. But the methodic is like, she didn't do anything about her lips. They'll be like, what about your lips? And from their mind, they can just be like, I'm here to help you. Right. And this is according to Allergan studies, Patients are waiting for providers to actually bring up the different problematic areas. But it's the way they say it that sometimes it could be misconstrued. So they have no problem with telling you what's wr with your face. But it's sometimes the language or just the flat approach which they approach, it can land wrong on the patients, which can hurt them.
- [31:32]
Ricky Shockley
Yeah. What a delicate balance that is. We talked about that with Danielle White a few episodes back, and it was like, there's a very delicate balance between trying to educate the patient to say, hey, these are some things, hey, I know you came in asking about this, but explain to me what you're actually trying to achieve. Big picture. And then let's come up with a treatment plan and identifying issues that that person wasn't even aware of and now making them feel self conscious. It's such a delicate balance to managing those conversations in the consult. Yeah, that's. That's interesting. Kind of how the different personality types maybe approach that too.
- [31:59]
Steven Rady
Yeah. The educator is great at, at navigating those sensitive conversations because even if they say the same words that the methodic does, the educator has such a soft, like, sensitive heart that the it just comes. The delivery is way different even if they say the same sentence.
- [32:16]
Ricky Shockley
I think that was really helpful. Any other notes on those, Stephen?
- [32:18]
Steven Rady
Well, I'd say with the methodic, small talk is a challenge. Like, I mean, like, have you ever tried a small talk with an accountant or a cpa? It's not normally great. They can sometimes come across as arrogant just because they're so. They just know a lot and they're just like, so matter of fact. Difficulty with spontaneity. You don't want to like, say, hey, we're going to do a flash sale on this particular prototype. It doesn't do great. And then they have also the tendency of analysis paralysis because they get so in the weeds of the details that.
- [32:52]
Ricky Shockley
About how it's done.
- [32:53]
Steven Rady
Yeah. And they're like, okay, I don't have enough information. I don't feel comfortable promoting this yet. So I'm not even going to put it on my website until I perfect this and then I'm going to do it because they're so in the weeds. I will say that with this, if you put this personality type in leadership or over the office, what's going to be great about them is that everybody will be following the standard operating procedures and there will be A consistent client experience. Every time a patient sees this, I mean, it'll be like, so, like, methodic that they can know exactly what to expect. And every patient will get that same amount of treatment regardless of where they are, because they're very good at creating systems and then following those systems.
- [33:31]
Ricky Shockley
This one is probably like the straight A student, maybe, along with the educator. Right. This person, they're going to do everything exactly how it was supposed to be done.
- [33:37]
Steven Rady
Yeah.
- [33:38]
Ricky Shockley
And obviously there are major advantages. So, like, if you're hiring somebody that you're like, wow, they're. These people have really strong natural skill. Like, they end up developing really good skill sets. They're really good at what they do.
- [33:46]
Steven Rady
Yeah.
- [33:47]
Ricky Shockley
But they're a little bit rigid. So. That's really interesting, though. I like that you said that, because. I agree, like, it's almost like as you grow and you've got a bunch of injectors that you need to manage, this might be a really good personality trait to have when. When maybe you're. You're not the one that's actually doing the service or interacting with patients, but you've got to develop the protocols for how all of your injectors do what they do, interact with patients. Standardizing procedures, kind of sitting over top of the team to make sure that there is some quality control.
- [34:13]
Steven Rady
Yeah, completely. And I mean, the moral of the story was with all these different styles is that you can see that there is a need for a profitable, healthy med spa to have all different personality types. And like, when you bring all these different types into under one roof, there will also be friction points. Right. The. The methodic, who not very much emotion tells the. The artist who's highly emotional, that I didn't love the last lip thing that you did. I love the last filler job you did on that patient.
- [34:49]
Ricky Shockley
Yeah, the artist and the Methodic, for sure. That would be the natural head butters.
- [34:53]
Steven Rady
And then the artist gossips about the Methodic, and then it kind of. It starts something right within the office. So there's those opportunities. But I mean, if you have a healthy medspot, you do have some of each.
- [35:05]
Ricky Shockley
I love that. Now, everybody, don't go nicknaming all of your injectors after you listen to this episode with these nicknames going around the office. Stephen, I know this is a newer thing that you developed going into Modern Beautycon this year, and I just wanted to real quick say something about Modern Beautycon for those of you who didn't attend. Our team attended this year and heard nothing but Great things. We had a great experience there and I know Stephen, the pre sale tickets are going up I think soonish for next year. Could you talk a little bit about Modern Beautycon to close us out and MB Club and what's going on with MB Club here going into the end of 2024 and maybe into 2025?
- [35:37]
Steven Rady
Yeah. So we did a conference special and we actually sold a good amount of tickets for next year and already and then they'll be going back on sale sometime in November. We haven't landed on the exact date. Normally it's on the Tuesday after Black Friday but this year that's so late we, we're probably going to do it closer to Veterans Day somewhere around there. Modern beautycon as a whole is a boutique conference. We're not going to ever be higher than 500 people because that's what we feel like is the max of what keeping that boutique feel so that we can lean into the education and give you the opportunity to ask questions to speakers, party with the speakers, have one on one time with the vendors. So there's enough conferences out there that have north of a thousand or whatever. We don't want to be them because we have a reason reasons and no judgment them. They're doing a great job. We just found this to be better for us and then for mbclub in the heartbeat. Because the reason why Modern beautycon exists is to help you be a safer and more profitable injector. Nbclub is the way that we can extend that out throughout the year. So rather than having multiple conferences throughout the United States, we created a community where you could come and you can ask your questions. And Renata and myself, we have access to all the experts who come speak at our conference and others in the industry thankfully. So when you ask your questions, if the speaker isn't on there on the community and they don't see that question and give the answer that we reach out to them via their cell phone and we're like hey, how would you answer this? Or what have you done in this? And with all the different people that we speak to, we just know a lot and have a lot of information to give. So Indy Club is an affordable way for you to get unlimited answers to your to your questions. So it's a dollar for the first month and then $39 a month after that. Cancel anytime and there's a bunch of prescripted courses in there that you can take to to learn how to be safer, more problems, profitable injector for those.
- [37:29]
Ricky Shockley
Listening in the car Steven, can you give the links? And I'll make sure for all of you listening Modern BeautyCon Modern Beauty Club will include all the links in the description of the video in the episode. But for those listening website links, yep.
- [37:39]
Steven Rady
Just modernbeautycon.com and then the other is modernbeautycon.com nbclub well Stephen, thank you so.
- [37:46]
Ricky Shockley
Much for joining us today. I think that was really valuable. Tons of cool insights. Let us know how you felt about the episode in the comments below and Stephen will hopefully see you on another episode soon.
- [37:54]
Steven Rady
I look forward to it. Ricky. Thanks for all you do.
- [37:57]
Ricky Shockley
Thanks everyone for tuning in. This podcast is a production of medspa Magic Marketing. If your med spa or aesthetic practice is in need of digital marketing services, help with advertising on Facebook, Instagram, Google lead generation, and booking more appointments, please visit Medspamagicmarketing.com.