← Med Spa Success Strategies
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- [00:03]
Ricky Shockley
Hey, everyone. I'm your host, Ricky shockley, owner of MedSpa Magic Marketing. And this is MedSpa Success Strategies, where med spa 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 greater impact for themselves, their teams and their patients. We have a new format we're going to try today. I'm very excited to do this. We're going to have a few different segments. I'm going to start with a little bit of a monologue and kind of a thought of the day. We're going to move on to a couple new stories in the industry today. We have some updated news on GLP1 compounding and a YouTube video from business consultant Michael Gurdley on the med spa boom potentially ending and what it means for your practice. We're going to transition with Lauren, who's our lead digital marketing specialist, into our Magic Moves segment. This is where we're going to have shares related to tips, tactics or strategies to help you better market and manage your practice. So this could be new ad variations we're trying that are working really well. SMS blasts, new indications, rebooking strategies, anything that we can bring, whether it's something we've learned as marketing providers, has been working really well for us lately or things we've learned from our clients. Right. We learn so much from our clients in terms of better operations, better business, better strategy. So we're going to share those. In our Magic Move segment. We're going to do follower Q and A where we take questions from med spa owners like you, from all over the country. And we're going to wrap up with our mindset minute. It's just meant to help set a positive tone for you for the rest of the week. We look forward to going through this new format today. And we'll jump right in with my morning monologue. I wanted to take a few minutes today to talk about something that I think is undervalued in our space, and that's the power of connection, especially when it comes to how you market your med spa and build relationships with your patients. A lot of marketing advice out there focuses on tactics, right? Run this ad, use this hook, try this promo and listen. Those things definitely matter. We focus a lot on them in our podcast and YouTube channel. But if you want to supercharge your results and increase your prospects at sustainability, sustained success, you can't skip the human piece. I wanted to give an example. I was talking to a Med spa owner last week who had gone through a pretty incredible personal transformation. He had lost a bunch of weight, really dialed in his health journey, and here's what stood out to me. He didn't just keep that story to himself, he used it in his marketing funnel. When people downloaded his lead magnet or opted into his ads, he told them, here's what I went through, here's why I believe in what we offer, and here's why I care. It was working. Not because it was the flashiest offer in town, but because people connected with it. When you show up in your marketing as a real person and lean into authenticity, you build trust faster. You don't need to be perfect. You don't have to have it all figured out. You just need to be honest and relatable. The best clients, the ones who stick around to rebook and refer others, they're not just buying treatments, they're buying you your story, your philosophy, and your why. And I get it, some of you might be thinking, well, I don't have this big transformation story and that's okay. You don't need one. Just share what you're passionate about. Show people you care. Let your personality come through in everything that you do from your website and social media channels to your email newsletter and your appointment follow ups. At the end of the day, marketing is communication. And if you want real relationships with your patients, the kind that lead to retention, referrals and long term growth, you have to be real in the way that you communicate. Be human, be helpful, and watch how much easier everything else becomes. Okay, as part of our new segments, we're going to spend a couple seconds here on industry news. I've just got a couple quick stories today to give a little bit of an update and commentary. I know for a lot of our clients, you know, you're busy running your business. You might not be paying attention to everything that's going on in the industry. I'm going to try to make these when we cover these news stories, there are things that happen in Texas that are state specific, but that just doesn't apply to all of our listeners. So we're going to focus on things that are probably going to apply to most of you. And our first story today is from Healthline, March 19th by David Millis. It's all about GLP1 updates. The title of the article is Compounding Pharmacies to Stop Making Ozempic, Zip Hound, Z Pound Knockoffs. What to know. So the long and short of this story, I'm just going to read a snippet from the article is what will happen to weight loss drug supply chains. A big question is whether Eli Lilly or Novo Nordisk will be able to produce enough of their GLP1 medications to meet demand if compounding pharmacies cease manufacturing the drugs. There's also questions of whether prices for Ozempic, Zeppbound, Wegovy and Mounjaro will rise without competition of copycat medications in the market. Now I'm going to scroll down the article a little bit here because it says compounds that sell. Com, companies that sell compounded weight loss drugs vowed to continue to help their customers, which I thought was an interesting tidbit on the article. If you look at our recent podcast episode with Courtney Walker, she's an attorney that specializes in the space. She talked a little bit about the GLPM1 updates. This has come up a couple times for me in the last week, so I just wanted to cover this story to the best of my knowledge. And if you're a listener and you've got more information on this, feel free to share that share in the comments. But just to the best of my knowledge, what's happening is the strict compounding of these drugs, semaglutide, tirzepatide is going to roll back. It's going to be limited. And now compounding pharmacies, in order to be able to compound the drug, are going to have to add a wrinkle to the way that they compound the drug to not create a straight copycat. And then there are potential legal considerations as a med spa for how you're prescribing that. So I would just stay on top of this news. We know this is evolving pretty quickly. There's there are court dates coming up, I think related to this in April. But in the meantime I would go check out Courtney Walker on Instagram. I'll make sure that her link is in the show notes because she stays up to date with this stuff. I think she's a really reputable and reliable source this. Our second story today is a YouTube video from Michael Gurdley. On YouTube, the title of the video is the Med Spa Boom Is Ending. Thought it was an interesting video, caught my eye and wanted to go over just some of the key takeaways. So Michael in this video is mainly talking about the med spa boom related to being a business opportunity. So in this space we see lots of venture capital, right? Lots of outside money of people that aren't necessarily medical providers, medical experts coming in and seeing a med spa as kind of a way to get rich Right. It's a, it's a business opportunity sitting there waiting in terms of profitability and margin. He talked about that probably coming to an end in his opinion. And his reasoning was market saturation and leveling off of trends. So I actually created a video on the YouTube channel about Google search, trend data post Covid and kind of the market normalizing post 21, 2022. And I think the key takeaways that I had from this article are really related to competition. So as a med spa, you understand that you've got competitors popping up on every corner. You have established competitors. It's very hard to differentiate your service offering. And even though demand for services in the industry is increasing and the market is expected to grow overall, let's say the market is expected to double in 10 years. But the, but the amount of med spots is expected to quadruple. Right. That obviously creates competitive pressure. And I think that's what Michael was talking about in the video. And so the takeaway to me from this news story is just as a med spot owner, you have to continue to be really dialed in on everything that you're doing. You've got to be a good business owner. You have to understand financial planning, you have to be good at marketing. You have to be phenomenal in terms of patient acquisition, pricing, profitability, service offering evolves and changes. Right? We've seen how the weight loss drugs have become increasingly more popular in recent years. That's a service offering that didn't exist in the product matrix just a few years ago. For med spas, you have Botox and some things that have been staples for years, but you have other things that are kind of coming in and out of the market. So to me, this was just a reminder to stay dialed into everything that you're doing. It's the incremental differences, just like we talk about in some of our marketing videos. It's the incremental differences in how you operate your business, how you manage your money, how you treat your team, how you retain staff, and how you treat clients, that's going to allow you to maintain ongoing success. So I thought that was an interesting news story. For those of you that want to watch that, that's going to be in the show notes as well. And that takes us to our next new segment, which is Magic Moves presented by Med Spa Magic Marketing. And this is the point of the podcast. I'm going to bring Lauren Nettles. Lauren is our lead digital marketing specialist. She guides strategy for clients all over the country, managing millions dollars in Annual advertising expenditures. She's been a regular on the podcast lately, and we're going to continue the conversation together. So I know, Lauren, you had some notes and things that we thought would be good, fun shares for the Magic Move segment here, first time around.
- [08:43]
Lauren Nettles
Yeah, definitely. I actually thought of another one while we started, so I'll be excited to kind of dive into these with you. The first one, I guess let's talk about is the Botox plus custom facial offer. This is something that we chatted about earlier that we wanted to kind of bring about and talk about as a new offer that we've been testing, rolling out to more of our clients and seeing some really cool results and stats with, as well as some really awesome rebooking rates. So anything you want to start with to kick off that promo? Ricky, any questions specifically?
- [09:12]
Ricky Shockley
Yeah, so what Lauren's talking about, everybody, is is this magic Move segment. We're going to focus on, like, some actionable things that we've learned or maybe experimented with recently that have worked. And that could be stuff we're learning from our clients in terms of patient experience, optimization, rebooking, internal office, you know, workings or ad strategies. And in this case, Lauren's talking about a specific ad strategy that we've been testing. So if we're trying to attract new clients to our med spa and we're running ads, in this case on Facebook or Instagram, what are some more interesting ways to stand out? So Seth Godin calls this the purple cow effect. Right? It's, it's, it's a crowded market. We just talked about this in the last segment in the news. We need to figure out ways to stand out. It's going to be hard to do that in a variety of areas. So why not try with the types of offers that we're promoting? Everybody sees 20 units of Botox 189. Those offers still work. For those of you who doubt it, we've got plenty of data. Those offers still work, but we're always trying to push the envelope and find new ways to stand out. And that's what this Botox plus custom facial does. And I think there are some advantages in the early stages. I say early. We're sharing this after probably several months of running this now for a couple clients. But just speak to the strategy a little bit, Lauren, and why we like it. And maybe again, the trade off that we see versus just the traditional Botox offer in terms of stats.
- [10:29]
Lauren Nettles
Yeah, absolutely. I think the first thing to touch on is sort of what you just said, right? It Stands out. It's something different than what people are seeing all the time. Like Ricky said, a lot of people now are running the 20 units for whatever price point. It's getting a little bit crowded, but like you said, it's still working well. So anything that we can do just to make those stick out a little bit also brings us to our model call idea that we've been talking about too. So we'll jump into that a little bit later. But anyway, so one of one of those cool things kind of that we've been playing with and using is the Botox plus facial offer. Where it kind of came about was we have a couple clients who have estheticians whose schedules just aren't as full and are having more trouble filling up. And so we discussed, hey, what's something that we can couple with Botox that is of value that almost everybody would want? So a lot of times we struggle with paired offers because one thing is something people want and the other really isn't. So for example, if we tried to say, hey, buy a facial and get Botox free. It's not necessarily going to work for everybody because while everybody wants a facial, not necessarily everybody cares about the free Botox add on. In this case though, having them coupled together makes it worth having both, if that makes sense. So we're talking about how the facial preconditions the skin and enhances your Botox results and then following up with the Botox treatment, making it a worth couple together. So this one Ricky and I were just chatting about earlier kind of brought up a little bit of different points from some of our providers that we talked to. So some of our providers believe that a facial before Botox is great. It preconditions your skin, like I said, kind of smooths everything out, reduces any of the dead skin and things on the face. Other of our providers believe that a facial has nothing to do with how your Botox visit ends up going. So we've kind of positioned it in a couple different ways. So some people offer it with a Botox plus a custom facial or a classic facial. Other practices do Botox plus appeal or some sort of chemical peel prior to the appointment too. So again, it's just something different in the feed, something different that people are seeing and a really attractive price point for those two items together. So oftentimes what it includes is a 30 or 60 minute facial and then 20 units of Botox at that discounted price point. So typically the overall price point we're looking at on this AD is around 279 depending on the practice too.
- [12:57]
Ricky Shockley
Yeah. And if you dial that, as we've talked about with offer attractiveness, if you want that to be even more effective, try to dial that back. Maybe go to 49 with the offer. Again, the more you can dial back the attractiveness of the promo, the better. And like what Lauren mentioned, when we have trouble pairing promos sometimes because just because somebody wants one thing doesn't mean they want the other. I would argue in this case this one works because a facial client doesn't always want Botox, but a Botox client, nice to have the facial add on. There aren't many Botox clients that are like really against the facial. There are plenty of people that come for the facial that don't want to take the jump of Botox. So I think it works directionally for that reason. And then I know Lauren, the thing that we've seen with this type of ad is one, it checks that box as a purple cow. Right. It's just not many people are running this offer. I don't see it many places. The challenge of sharing this kind of stuff on the podcast, I guess is it becomes more popular. But for now, this is an evolving trade. Right. You always have to be finding new ways to stand on the crowd. I really like this. It tends to lead to better retention is one of the things we're potentially seeing early on because these people aren't just coming in for one service, they're coming in for two services. Right. As we pile services into our offering mix, it lends itself to better retention and now they're seeing two providers instead of one. So two services, two providers just lends itself to generally a stickier client. So I think the trade off we've seen in this versus the 20 units of Botox offers is we pay a little more to acquire the customer. But retention and patient quality seems to be optimized. So there's a trade off there. There's lots of data that goes into that. But I really like this. I thought this was worth a share. Botox plus facial, somewhere around the 275 or less price point. If you're running ads on Facebook or Instagram, try that in the mix and let us know how it goes. Any other commentary on that one, Lauren?
- [14:39]
Lauren Nettles
I would just say the last thing to add if you're going to try it is the content that you're putting with it. So we've seen when you add in video content kind of snipped together, it has the best results. So a quick Video of a provider marking the face or doing a consult and somebody getting a nice relaxing facial with some music in the background. That usually really grabs the attention and looks like an appointment anybody would want to be a part of. Yeah.
- [15:02]
Ricky Shockley
Are we using. We're using text overlay and like a frame on that. So it's got those videos plus.
- [15:07]
Lauren Nettles
Right. So the videos on the side and then the offer is the main part.
- [15:10]
Ricky Shockley
Yeah. So we still got the offer information on the ad graphic and then inside of the ad graphic there's a video playing. I think the challenge if you just ran the video is it doesn't grab the user's attention. They don't necessarily. It doesn't, it doesn't create that scroll stopping effect. But really cool new offer idea that we've been trying, having some success with. Talk to your marketing provider. If you're doing it yourself, throw that one in the mix and let us know how it goes. Hey there. Wanted to briefly interrupt the episode to make a quick ask. If you're a podcast listener, it would mean the world to us if you'd leave a review for the podcast, whether that's on itunes or Spotify. It's something I hadn't really remembered or thought of asking for, but it does help us show up more frequently so that we can reach more people with the information that we providing. So it mean the world to us if you'd leave a review on itunes or Spotify, if you're listening on audio, if you're watching on YouTube, make sure to hit the subscribe button so you're in the loop for future videos and you don't miss any of the content that we're putting out. This episode is brought to you by MedSpa 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? It'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 more effective marketing strategies for your business. So if you want to do that, you can go to medspa, magicmarketing.com you mentioned, Lauren, the was the other one we wanted to talk about. There was one other one, wasn't there?
- [17:04]
Lauren Nettles
The new Botox indication for the Platysma bands.
- [17:07]
Ricky Shockley
Oh, yes. Yeah, let's go into that real quick.
- [17:10]
Lauren Nettles
Yeah, so I think that one is actually really exciting for us. It kind of came across our desks in a little bit of an announcement email, and my brain was kind of spinning on, okay, where do we go with this? What's going to happen next kind of thing. And that same day, I had a call with one of my clients who got access to a promotion from her Allergan rep that shared a certain amount of units that they would reimburse for doing and treating the Platysma bands in the neck. And she actually shared with us after we ran it as a text blast, that it was the best Botox promotion that they've run in the whole history of their business. So that's definitely something. If you haven't spoken with your Allergan rep about that, if you have one, if you're doing that, definitely communicate with them. If that's a promo you can take advantage of, we push it as a text blast to all of our patients. Hey, it's buy this many units for the upper face. Get this many units for the neck free. Include a couple before and after pictures. We had huge success with that one. It booked out completely within, like, three days for the first client we ran it for. So we ended up pushing it out to all of our clients. But little exciting things like that, too. Kind of a nice reminder, too, to always be pushing your reps, seeing what you can get and what you can work together with, to kind of add in some promos and get existing patients to try new things and test out new areas, too.
- [18:21]
Ricky Shockley
Yeah, love that. Again, that's a. Basically your email list, your text list is where we've tried that to this point. I don't know that that would work for ads. Maybe it would. But to the people that are already in your database that have already, like, already getting services that seem to be working really well. So we've been rolling that out. Try that. Like Lauren said, if you haven't already, anything else for today. Lauren, you want to save some more for next week?
- [18:41]
Lauren Nettles
Yeah, let's save them.
- [18:42]
Ricky Shockley
We'll save them for next week. So I know Lauren's got a couple in the can she mentioned to me before the episode. So make sure you stay tuned next week. But I hope you've enjoyed this segment. This is Magic Moves presented by Med Spa Magic Marketing. We're going to move now to follower Q and A. So we're going to jump into some questions. Lauren, do you want to start with the questions we have on the screen? We to make it a little extra fun? Lauren and I didn't go through these questions at all, really, before the episode. So we're actually just going to react and converse about these in live time as part of this new segment. Cool.
- [19:11]
Lauren Nettles
Okay. First one is from Jessica, a med spot owner in Scottsdale, Arizona. And her question is we're doing about $1.5 million a year and booked out about three to four weeks in the schedule. But I feel like we've plateaued. How do I keep growing without burning out my team or losing the personal touch we're known for? Start with that one.
- [19:36]
Ricky Shockley
There's a lot there. I think one of the challenges we're going to have with written questions is context. We're not able to dig. So we'll do our best to answer these. Maybe at some point we do calls. We'll turn into a real radio show. But my, my inclination there is if you're not growing as a $1.5 million a year med spa, first thing I would look at is actually patient retention and patient satisfaction. My assumption would be at that phase, your word of mouth should at least be creating incremental growth. You shouldn't really be hitting a plateau. And if you are, you're probably seeing more attrition than you want. So some things that I would look at there, provider retention, pricing, patient experience and satisfaction. It's very competitive. People are trying to. People want a piece of that $1.5 million med spa business that you have, especially these new med spas that are popping up around town. And they're running things like a lot of our clients are running price promos. They're trying to incentivize those people to make a switch. So if they're not thrilled in the retention is not there, you might struggle. So that'd be the first place I would look is retention. You mentioned your team burning out your team or losing personal touch that you're. You're known for. I don't think burning out Your team is a concern. You should manage your capacity relative to your revenue. So I'm not sure on that one. And then losing the personal touch we're known for, that's going to be a challenge for every business as you grow and scale too. So as you're adding on new providers and you're growing your business, you're building a second location. This is something Lauren and I like. We're marketing minds. We like to dive into the stats and the strategy. Amra and Mary on our team, they're much more of the process people, but we know how valuable that is. I would say lean into process and SOPs. You need to be able to standardize what you're doing. So when you roll this out, if you're a provider and you do a really good job with patient satisfaction and the way that you do your consults, you love the way you do your consults. You have specific questions you ask. You need to figure out ways to standardize those. So when you bring on new providers, they're providing the same level of experience that ties in also with accountability. I think you want some sort of a metric to understand those things are happening the way that you want them to happen. And then the last thing is if you're hitting a plateau and you want to grow, I do think marketing is a great place to go. You're only going to get so far with word of mouth. So explore some more aggressive advertising strategies to bring in new patients. And just make sure you know your numbers. I know I went long winded there. Lauren, anything to add?
- [21:53]
Lauren Nettles
I was just gonna say I think one thing that is missed kind of as practices grow is changing your ad spend amount and kind of leveraging how much you're spending in ads. So I know it's easy when you start smaller. Maybe you're only spending $2,000 a month as you grow and as your area grows, your service area, maybe your location sizes, if you have more than one location, increase your ad spend, start pushing to more new people until we see that level of diminishing returns. But spend wherever your budget allows and kind of tap into some new places too. Maybe we spend more on Google, more on meta, things like that too.
- [22:26]
Ricky Shockley
Yeah, for sure. I'll ask the next one, Lauren, so you can jump into the answer first. This is David in Tampa. We've tried Google Ads and meta ads with mixed results. What's the best way to know if our marketing is actually working? Where should we be doubling down?
- [22:41]
Lauren Nettles
I would say the very first place to look. If you're using a marketing agency or you're doing it yourself is your customer acquisition cost? How much are you paying to get somebody through the door? How many of your ads dollars are going directly towards new patients? So wherever we can leverage to get that customer acquisition cost lower, Ricky always says the more attractive the offer, the cheaper we're going to pay in customer acquisition costs or the less that we're going to pay. So leverage some of those things. If your meta ad customer acquisition cost is pretty expensive, if you're paying more than $300 or so, maybe you try a different cheaper promo that can kind of get that customer acquisition cost significantly lower. That's a really good way to see if your marketing is working or not. If you're paying an accurate customer acquisition cost or a pretty solid one for whatever promos you're running for.
- [23:29]
Ricky Shockley
Sure. And we've got benchmarks for a lot of those things. So like I think Lauren, you're basically saying, hey, yeah, what should we be paying to acquire a customer? And how do we know if that's good? We have a recent YouTube video. I think we put that as a podcast too, if I remember here we throw that in the show notes here. But that has a whole screenshot of offer benchmarks. So if we're running a specific type of Botox promo or that Botox custom facial Lauren mentioned trying to get more dysport clients. We're running promos for emsculpt. What should our numbers look like? And I think you need to know what your numbers should look like first and foremost. So I would really recommend checking out that resource so you can get a gauge for what a realistic result is. Because I think we find that so many clients have no idea what their marketing dollars should do for them. They don't know if they should be seeing a hundred customers for spending a thousand bucks or if it's good because they saw two. So first we need to know what a good result looks like. The second thing is you have to have systems to actually measure those things. I think we talked to way too many people that don't know those numbers. They have no idea if we were to ask them their customer acquisition costs from their Facebook ads, they just have no clue. And without that number, you're not going to have confidence that your marketing is an investment. It's going to feel like an expense. So make sure that you have systems in place to track results. It's very, very important. And know what a good result looks like. I think that's the name of the game. Everything else fits inside of that. So we can talk about tactics and strategies and negative search terms on Google Ads and all the ways that you can measure the quality of the marketing that you're doing. But I think you can mainly rely on that customer acquisition cost number as the first stat. And then from there you need to look at retention. We're in a business that relies on retention and lifetime value. So if you're bringing people through the door that are not retained, that might be a result of a marketing mistake. For example, if you're spending your ad dollars on facials alone, that's going to lend itself to really low retention and cross sell rates. So it might be an issue of what you're using to get people in the door or it might be a provider service issue. But I think just knowing your numbers and having systems in place to understand what a good number looks like I think is critical there.
- [25:31]
Lauren Nettles
Absolutely. Ready for the next question? I'll read the next one.
- [25:34]
Ricky Shockley
Yep, let's do it.
- [25:35]
Lauren Nettles
All right. I have a strong team of injectors and estheticians, but I'm noticing performance and consistency. How do I lead them better without micromanaging or making it feel like sales pressure?
- [25:49]
Ricky Shockley
I think this goes back to the SOP answer to me. This is, this goes back to, we have to standardize. You talk about performance inconsistency. It's a failure of process. It's a failure of process and, or a failure of accountability. And I don't think there's much more to it than that. And I think for, for practices that have a couple all star providers like Lauren, I know you've done this for some of our clients. We've got clients where we've sent the business to two different injectors, for example, and tracked the retention like I would track those things because you can hopefully use the good injectors to bring up the skill level of maybe the people that are struggling with either skill proficiency or just customer experience.
- [26:28]
Lauren Nettles
Yeah, I think too one of the main things I've seen is especially when you're bringing on newer people, is just expecting that it's going to work the same as it worked for you. So for example, if we have one provider that's been working for 15 years, everybody just rebooks with them because they love them, they've been doing it for so long, their results are great. I think you have to make sure you're training your newer people to get into that mindset as well and reminding them of some of those tactics to do, always challenging them to get better at what they're doing too, I think is really important. So not just, you know, hey, everything is great, your results look great. But challenging them to get better in certain areas, sending them new things that you're studying, new things that you're learning as a business too, making it exciting for them to want to learn more and do more too. I do have a couple practices that I work with that they do challenges within the office. So they look at like certain weeks or certain months and whoever's rebooking rate during that month is higher ends up getting whatever it is, maybe a lunch on the office or something extra. They do other challenges like who got the most reviews in a certain amount of time too, when pushing those kind of things. So little fun competition strategies inside the office to as well as making your providers excited to do more and excited to work with you I think is really, really important too.
- [27:45]
Ricky Shockley
Yeah, good culture. Good culture fixes a lot of problems too. Okay, so fun fact in full transparency for our listeners. Those questions today were actually created from Chat GPT. So did we have to tell you that? No. But as our first segment where we took questions, I wanted to add that little tidbit. Had to throw it on the end so you listened. But what we're going to ask is if you have questions, help us out. Make sure we have real questions from real practice owners for the next session here. So you can do that. Find us at MedSpa Magic Marketing on Instagram or email us at supported spa magicmarketing.com and put podcast question in the subject lines and we'll make sure that your questions are actually included in the next podcast episode. We're going to end here on our Mindset minute. Thank you all for tuning in and we'll see you on the next one. To wrap up these Monday episodes, we're going to finish with our Mindset Minute. This is just going to be a quick little motivational end to the podcast that hopefully sets a positive tone for the rest of your week. It's easy to get caught in the day to day. The numbers, the bookings, the problems that stack up. But pause for a second and zoom out. Your business is not just about aesthetics. It's about impact. Every decision you make shapes someone else's day. Your team are building careers inside your walls. They look to you for leadership and stability. Your patients come to feel seen, heard and confident in their own skin because of the experience you've created. And you, you're creating something that reflects your values, your work ethic and your vision. That's not small, that's significant. So when things feel heavy, remember purpose isn't always loud. Sometimes it's the quiet consistency of showing up, doing the right things, and building something that lasts. Your impact is already happening. Just keep choosing to lead with intention and let that be your edge. 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.