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- [00:04]
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- [01:03]
Tessa Zali
Hello guys. Welcome back to the Treatment Room podcast. I am so excited to have you with me today. I'm your host Tessa Zali and fall is upon us. It's happening whether we like it or not and I thought I would get us all excited for the new season with a special Back to School School episode. So today I do have a guest with me. She is incredible and I know this episode will be so helpful to those of you who are starting Esthetician school and wanting to know what to expect. So today I have with me Danny Newell. She is the Spa Director of Skinworks Aesthetic School in Salt Lake City, Utah. Shout out to all the Utah sds. In this episode we explore the mindset shift students go through when transitioning from textbook to the actual Treatment room. We talk about what new estheticians need beyond just technical skills like emotional intelligence, ethical upselling, and how to have confidence in your consultation. We also dive into consultations how you can have an effective consultation as well as skin analysis and really own your role as the expert in relating to your clients. We also discuss the evolving demands of Med Spa clients and how schools like Skinworks are changing to adapt to the new and ever changing Med Spa landscape. I hope you guys enjoy this episode. We hop right into Dani's introduction. Enjoy.
- [02:41]
Dani Newell
I am Dani. I am the spa lead here at a school called Skinworks. We are located in South Salt Lake city so like 2100 Salton State tree, if anyone knows where that is. But I actually went to school here. I was a student. I started right before COVID started and then after or I was going to school through Covid and graduated kind of during it, but at the end of it. And then I started working in a spa shortly after that. Worked there for a while. I started working at the school part time. That was really fun and really rewarding. And I kind of just fell in love with like the education side of things. And now I've just been here since. So.
- [03:29]
Tessa Zali
I have to say, as a California esthetician, I get so jealous of Utah because I feel like you guys have such great schools and so many resources for estheticians. I feel like if I could go back in time, I would move to Utah and go to a school like Skinworks to start my career.
- [03:50]
Dani Newell
There's so there are a lot of great schools here. Like, we're really lucky and we're pretty close with a lot of the schools here. And so we all can really like lean on each other and grow from each other. And I think as far as like hours go in stuff, Utah, it's some of the most hours, it's twelve hundred dollar or twelve hundred hours for a master's aesthetics license here. But it is kind of changing with some of the new like legislature going on next year. So.
- [04:16]
Tessa Zali
Okay, yeah, we can talk about that. I wanted to ask you a little bit about Skinworks. What do you think makes it, you know, special or unique for estheticians?
- [04:27]
Dani Newell
Yeah, so I think what makes Skinworks, like so unique is that we really try to be like a boutique aesthetic school. So we like our small classes. The most students that we have in the class is 15. The most students that we typically have at a time in our day and night schedule is going to be around like 80 to 90 students total in the whole school. So we really try to have small classes so we can focus on each individual student. We also focus really heavy on owning your own business. I feel like probably 90 to 95% of our students all want to own their own business or go solo, you know, within a few years after graduating. So we focus super hard on teaching them the skills of retail rebooking, growing your clientele, how to keep that client coming back. And you know, everything from getting your business license to just making sure that you're going to be an esthetician for many years to come and be a successful.
- [05:33]
Tessa Zali
That's amazing. I feel like that's just not talked about enough. And I love to hear that there are schools thinking about how you can set estheticians up to be not only great estheticians, but business owners, because so many of us graduate and then we get into the real world and. And it's like just kind of a reality check.
- [05:55]
Dani Newell
Yeah. No, seriously, I don't think students realize like, how hard it is to get that. Like, it takes at least like we tell everyone, like plan on at least two years to get, you know, people coming back to you and like, have a full, like, rebook, how to like rebook clients and all of that. So yeah, it definitely is a challenge.
- [06:17]
Tessa Zali
Yeah. What could somebody expect who's, you know, interested in signing up for aesthetic school, but isn't sure what exactly it'll look like? Like, what are some of the things that you guys go over in class? Do you have hands on training? When does that start?
- [06:36]
Dani Newell
Yeah. So day one, you're doing hands on training in aesthetic school. I don't know about like every school, but from my understanding, what I've seen, like, you're starting pretty quickly, like with your hands. Like if you're nervous, you have to kind of be able to get over that pretty quickly. I think as far as like overcoming like common challenges that students may face while in school, it's really normal to feel like super nervous doing your first clients. Like I said, you're starting hands on. The first thing that we start with is like natural manicures and natural pedicures. You're doing that on your first day and then you're taking a model like your second day. So it's normal to feel nervous. A lot of our students, you know, we have so many students who have never even painted Dale's before or anything like that. I think just like realizing every client that you have is going to be a chance to grow and like learn something and that's the only way you're going to learn. It's like practice. It really is a lot. It's like school is a lot of whatever you put into it, that's what you're going to get out of it. So I think just keeping that in mind, like, if you're turning down clients, you're turning down a missed opportunity on rebooking them for a service that you may actually be really passionate about, rather than just doing a basic manicure or pedicure, if that's something you're not super excited about or things like that. But yeah, another thing that I think people don't expect is that there is a lot of like back end kind of book work and like homework that you have to do in civics. I. When I started aesthetic school, I didn't think that I would be Doing like, I would have to learn about electricity or like, you know, chemistry, all of that type of stuff, like chemical reactions. I don't know why I didn't think that that would be as prominent as.
- [08:29]
Tessa Zali
Yeah, yeah. You don't think of that, right? Like, what could go wrong.
- [08:32]
Dani Newell
Yeah, no, exactly. And so I think that's a big thing if someone's able to, like, especially for our industry, we have a lot of students who might be single mothers or, you know, they have kids and then they're working during the day or the night after school. You don't have a lot of free time. You're going to have to be able to kind of build a regimen and really stick to it. Like figure out where you're going to be able to get that, you know, 10 to 20 minutes of studying in each day, or 10 to 20 minutes of doing homework or a project or whatever it might be. Because I think there is more of that than students expect. And just realizing that it is such a small sacrifice, you know, to have to sacrifice, you know, maybe a little bit of time like on the weekends with your friends or things like that. When you're just sacrificing it for nine months to a year. Typically it's super worth it when the payout is like so big. It's like a whole new life after. So.
- [09:33]
Tessa Zali
Yes. I feel like when you're in SD school it seems like, you know, it can be really challenging if you are juggling another job alongside going to school. You have family obligations, but it does go really quick and you realize that once you're out of it. So whatever you can do to make the most of it when you are in school and just enjoy the time, I think that would be my advice.
- [09:58]
Dani Newell
Yeah, no, definitely. Yeah. And practicing like self care too. I think that's a huge thing is trying to be able to balance those two because it is super overwhelming. And in clock hour programs you only have so much time that we have to teach you, like so much information. Not only is it like hands on skill, it's everything you're learning in like the theory classroom too. And so it is hard but just trying to balance it out because your energy matters too, especially when you get into working with clients and stuff. The energy you bring into the treatment room is huge.
- [10:34]
Tessa Zali
Yes, let's definitely talk about that a little bit. Do you have any tips for how estheticians can just offer their best possible energy? I think another thing we don't think about is like that time is really for them. So Whatever problems you have, you know, you need to set aside so your energy can be your best for your clients. But what do you kind of recommend to students?
- [10:59]
Dani Newell
I think a huge thing is that you're going to be spending so much time like with your classmate and the people that you go to school with is like lean on them for support. Like if you're not able to kind of get that, you know, outside of your personal life, which is something we also see a lot with our students, is that they might not have a lot of support outside of school, is really build relationships. When you're in school, those friendships can turn into like lifelong relationships and be really good. And I love being able to see like our students, like really lean on each other. Like we've had such close friendships be formed inside of our school and it's so cool to see that. And someone who, like a student who may have moved here from a different city or a state even, they might not have a bunch of friends and family to bring in. Other students get their friends and family to fill their appointment books for them and stuff too. So like I said, if you can't find that outside of school, being able to really focus on building it in school is super helpful too. And plus just being nice to everyone, like you never know who might be your boss one day is kind of a saying, I like to say. So just treating everyone with kindness and compassion.
- [12:16]
Tessa Zali
Yeah, I've had some of my, my best friendships come from esthetician school. And you really don't realize that like day one, when you're, you know, in a classroom full of new people, some of those people might become your best friends or like you said, your boss or somebody who has a great referral for. So I love that advice and I try to echo that a lot too. Like really try to make the most of those relationships. Some tangible tips for connecting with your clients and trying to make the most of those relationships.
- [12:53]
Dani Newell
Yeah, I think connecting with your clients. I honestly am such a firm believer of just always being like your authentic self. I think sometimes in school that can be a little bit hard because obviously there's some things that you can't do in school that you may be able to do like in your own personal treatment room when you start your own business, you know, more like conversation wise, like the things we're able to talk about and stuff like that is going to vary like when you're in a professional or when you're in your own like treatment room and stuff. But as far as building like that Connection, always be your authentic self. And I think just being able to give like, the client the best experience that they can have. So always checking in on like, their comfortability. Even if you're not like genuinely like, vibing with or it might not be someone you want to, like, hang out with outside the treatment room, I think you can really connect with anyone and you will, like, attract the right type of client if you're, if you are your own, like, authentic self. But yeah, client comfortability and like soft skills, I think make a difference. Checking in on the pressure of like massage or towel temperature, wax temperature, anything like that. Like, even just remembering like their name or keeping like small details about their personal life in the client know so that when they do rebook with you, you can bring those things up. You know, if they have an important event, you can ask them, like, how it is. And that just builds the relationship with the client, like so much. And I don't think students realize like, how important that part is. Like, you could give the best facial massage, but if you're not making your client feel like a superstar, especially in your treatment room, they may not come back.
- [14:42]
Tessa Zali
Totally. And people really appreciate those, you know, small details you remember or checking in even if you know the temperature, you know, is good. Just, just asking them, it makes them feel cared for. And we're all really looking for that. I think, like, I look for that if I'm going to get a massage or my hair done. You know, so much of our world can feel so robotic. So those, those providers that make an effort to connect with you, they always have a special place with me, and that's what keeps me loyal and going back to somebody for years and years and so excited to tell my friends and about them.
- [15:24]
Dani Newell
Oh, yeah, definitely. Like, I always give that analogy to students too. Like, if you've ever been to a restaurant where maybe the food was like, really good but your service sucked, you're probably not going to go back just based on the service, even though you may really enjoy the food so.
- [15:39]
Tessa Zali
Totally, totally. And it's so competitive these days, really using that human connection. Sounds so basic, but can really, really go a long way. Are there any. No. No. You would, you know, help students with not making those mistakes.
- [15:58]
Dani Newell
Yeah, I think maybe not getting, like, too personal. I think sometimes, like, we have this. There's a saying, like, no good deed goes unpunished. Like, you may think that you are being like, nice to someone if you're always giving them like a discount or kind of doing stuff like that. And I think that can really destroy like your business when you go out because then people are going to be expecting you, you know, to always give like, discounts or. Yeah, I don't know, just avoiding like the two personal, like be kind to your clients and like, obviously tell them things that are, you know, like, appropriate about your personal life. But I also think there's like a fine line with that too, so.
- [16:41]
Tessa Zali
Definitely. And that brings up such a good point. Dani, I want to hear your take on this in terms of providing discounts at all. Is that something you recommend? Do you think it can have a place? Is it just a matter of not doing it too often? Or if estheticians do want to include little freebies or gift with purchase. How do you feel about those kinds of things?
- [17:10]
Dani Newell
I think that they can be good until they're not. Like, I actually feel like when you're doing too many discounts and things like that, you can begin to like devalue yourself or you can just get the type of client that's only looking for a discount and they're not going to be a repeat client because they're just looking for whatever is going to be cheapest right now or get them the most like, bang for their buck kind of thing.
- [17:32]
Tessa Zali
Yeah.
- [17:33]
Dani Newell
But I do think it can be helpful. Helpful, Especially like if it's a discount that's going to work in your favor. So like referral discounts are great. Like if someone refers someone off to you and they actually come in and receive a service, maybe that person gets, you know, like 10 off or something. Or a free gift with purchase or something like that. Or like first time client deals, those can be good as well because you're getting people in the door. But when it's just like, oh, comment on this Instagram and you're going to get 20% off next time. Like, just be mindful of how often you're doing it and actually get factual with it. And by get factual I mean, like, look at how many new clients are you getting. Are your sales increasing or your service services increasing? Like, things like that. Don't just be doing pointless, pointless discounts because you think it might work or because you like are feeling desperate.
- [18:27]
Tessa Zali
Do you have students who are nervous about just the sales aspect of being an esthetician?
- [18:34]
Dani Newell
So nervous. I think that is like everyone's like biggest nerve. Almost like more nervous than doing their first treatment for the first time. Yeah. So I think with like the sales thing is when I was in school, I did not want to sell anything. I was so Scared. I didn't want to come off, like, like a sales pitch. I didn't want to, like, drag someone, you know, to the retail shelf and make them feel like I was, like, holding them hostage there.
- [19:03]
Tessa Zali
That's what we imagine, right? This such an intense situation where we don't realize, like, they might actually want to be sold, too.
- [19:12]
Dani Newell
Yeah, no, exactly. And that will change. Like, as soon as I got out of school and I got a job with his father. You have, like, marks that you need to meet. Like, you need to do this much retail per month. Wow. So we started. Or like, what we. What I kind of, like, started to tell the students is, quit thinking of it as you're selling to clients and start thinking of this like you're actually educating them and you're going to benefit them. As long as you're giving them, like, real recommendations that you know, in your professional opinion that are going to help them at home, then you don't need to think of it as, like, a sales tactic. I also, like, have a little tip for them, too. What really worked for me is that instead of bringing the client to the treatment or. Sorry, to the retail shelf and kind of, like, talking to them up there, I would actually, while my clients were getting dressed, like, in the room, I would go grab, like, the three products that I was going to recommend. I'd bring them back there, and I would just kind of go over them really quickly. I always focus on one ingredient, what that ingredient is going to do and how and when you use it. I keep it super short and simple. When you start drilling off into, like, big words. This is a melanin tyrosinase inhibitor. Like, sure. Majority of clients don't know what that is. You're going to lose them. Yeah. So just focus on one ingredient, how it works, when they're going to use it. And I would just let them know, like, I'm going to leave these here in the room with you. So if you want to look at them, go ahead and take a few minutes. If not, just bring them back up to the front or, sorry, bring whichever ones you want to purchase at the front, and then I'll just put them away. Like, when you leave, if you don't decide to take any at all. So that way. That way, like, really worked for me because as soon as I got into the spa, I was so scared. I was like, oh, my gosh, I've never sold retail and now I have to do this. And then it really wasn't an issue. And, like, once you also Learn how to take no for an answer. Like, be okay with rejection. It's fine, not a big deal. You just need to.
- [21:18]
Tessa Zali
Yeah, absolutely. That's so fair. And I feel like too, when you're new, you don't totally understand, you know, the power of these high quality treatments and how well they work for your clients. I think with time, when I realize like, oh, wow, it's actually a disservice to, to start doing pills on a client when they're not yet on a home care routine. And when I started to realize, like, that's almost the best insurance you could have, like getting your client properly prepped. And I think that really helped me transition away from thinking of it as sales versus just thinking of it as kind of like the necessary prep and that my client needs to be doing, you know, their home care every single day at home to maintain what they're doing in the treatment room.
- [22:14]
Dani Newell
Oh, yeah, exactly. Like, we've had so many clients who don't want to get on home care that it becomes like a liability to the esthetician, you know?
- [22:23]
Tessa Zali
Yeah, yeah.
- [22:24]
Dani Newell
We've had clients like come in for IPL and they're like, oh yeah, like, I don't use anything for home care. I hate the way sunscreen fails and I go out voting every single day. Like, I'm never going to stop doing any of those things. I'm just going to try to get these services done.
- [22:41]
Tessa Zali
Yeah, yeah. How would you handle a client like that?
- [22:45]
Dani Newell
With clients like that, I honestly just believe education is key. Like, we just try to explain to them like, the benefits of home care if they want the results that, if they want to see the results that they want, they need to get on home care and just explain to them, like, the damages that could potentially happen. Like they're upset about having pigmentation and, you know, fine lines and wrinkles. Now we'll just wait until you get a peel and then you go in the sun the next day with like no protection or caution at all, you know, so just educating them on, you know, like precare and aftercare I think is huge. And then typically it's not too much of a problem. Like, we do have clients that unfortunately we've had to like 86 before, but just because that didn't work, but that really doesn't happen too often, typically. I think once they understand the repercussions that could happen from not taking care of their skin properly, then they kind of get it.
- [23:42]
Tessa Zali
So, yeah, I know we talk about upselling sometimes in our industry. When do you feel is like, the right time and place to ethically upsell a client.
- [23:56]
Dani Newell
Yeah, I feel like upselling is honestly can happen at, like, any point in a treatment. I think a great time is the consultation and the second best time is when you're doing, like, a skin analysis. In our facials, we have students do a skin analysis after a double cleanse and then they can really kind of see the skin. I think that's a really great time even getting with the client. When you're doing the skin analysis, get the client to hold, like, a mirror and kind of have them follow along, like, with what you're seeing and stuff can be a great tip because when they seem like, oh, yeah, like I do see, you know, that congested area or, like dehydration there, whatever you might be talking about.
- [24:35]
Tessa Zali
Yep.
- [24:36]
Dani Newell
They're going to be more likely to want to, like, upsell. But, yeah, I think there really is no bad time to do it. But probably best in the cultish or the school analysis.
- [24:46]
Tessa Zali
Yeah.
- [24:48]
And I don't know if this is.
- [24:50]
Something that comes up for your students. I know it comes up for the business owners. I know the challenge of selling retail in a time where people can get products so readily online from things like Amazon. Is there anything you're advising as far as, like, how can we keep our clients repurchasing from us as the small business?
- [25:14]
Dani Newell
Yeah, no, that definitely is such a challenge, like, with everything. Everyone just wants things to be, like, cheaper, obviously, right now and more affordable. But I think the biggest, like, pushback that we hear is, like, oh, it's so expensive. I think we need to get rid of, like, the stigma that you have to go spend, like, 300, right when you start, like, a new skincare routine. Like, yes, in an ideal world, like, that would be perfect. But realistically, not everyone has that. So I think just getting them to understand that slowly introducing things that can make a change will be better. And also if they're interested, like, talking to them about ingredients and how potent that ingredient actually is and you know, their product from CVS versus, like, the professional product that you're retelling at your own, like, Solana's fall studio. So, yeah.
- [26:09]
Tessa Zali
Do you ever have reactions, like, happening in the treatment room or with home care? How do you handle those kind of situations?
- [26:20]
Dani Newell
Yeah, we have had. So it's a school, so it's gonna happen. Like, I'll probably. It happens. Wow. Eyebrows ripped off. Unfortunately. Not as often as you would think, luckily. But, yeah, when those happen, I'm typically the main person to, like, deal with that. We do, like, communicate with the student, like, what's going on, because you have to learn about that. You have to learn what to do when those things happen, because it's bound to happen. I think just always, like, following up with the client, making sure they have aftercare is so important. Calling them 24 hours, 72 hours after just making. Trying to make it right instead of kind of acting like it didn't happen. I think a lot of people feel embarrassed or defensive when those happen. And you just have to set that aside and just make the client feel like they're okay and do whatever you can. Like, even if that means, like, giving them product or, you know, potentially a free service, whatever that might look like for you, what's feasible to the esthetician. But just as long as you, like, follow up with them, it kind of all goes back to people wanting to be, like, cared about and known, like, know that their esthetician is thinking of them and what's the best for them. So when you can make someone feel like that, it takes away a lot of the anger. You'll be surprised.
- [27:45]
Tessa Zali
Yes. Well, I feel like it's kind of twofold. Like you're trying to neutralize the emotion and then also, like, try to fix the problem as best as you can.
- [27:57]
Dani Newell
Yeah, definitely. Exactly.
- [28:00]
Tessa Zali
What do you recommend in terms of, you know, say, clients are having, like, a skin reaction or an allergic reaction. How can estheticians minimize and, like, prevent that from happening, and what can they do in those situations?
- [28:13]
Dani Newell
I think the consultation is kind of what it comes down to. You'll see a lot that clients may forget to include a lot of information on their intake forms or their consultation forms. So even if they say, like, or if they don't put that they're on any medication, maybe they were. They were on an antibiotic, you know, a week ago, and that could still contraindicate them for an advanced exfoliation service. So I think just being really thorough with clients and just being, like, mindful, like, if someone is allergic to something, like, be careful about it, actually take it into consideration. And when those do. When those things do happen, because we even have them happen now, even with the most, like, thorough consultation, someone might be allergic to something new. I don't know. But when those things do happen now we kind of just go back to trying to figure out what it was, you know, letting them know which products we use. Here's the ingredients for each thing. When it's happening in the treatment room, immediately the students can get a little bit like nervous. So if it is like a true histamine reaction, you know, like a little bit of cortisone cream and like a cold towel compress should like immediately or like relieve the pain or the feeling immediately. And then after that it's just kind of after care, like make sure it doesn't get worse or anything. We do have a medical director so if anything did like happen to get worse, we would recommend that to like a medical professional.
- [29:46]
Tessa Zali
Yeah, that all sounds great. And I did want to touch on consultations a little bit because I feel like that doesn't get talked about enough. How long do you think a consultation should be and what are some important things to keep in mind to give an effective one?
- [30:06]
Dani Newell
Yeah, so I think a consultation should be around like three to five minutes. We actually follow a program called Prosperu. It's made by like Eric Fisher Salons. That's kind of the, it's like a business class that we offer here. But they have a full system for consultations. It's called the LSCPA method. So just the steps of a consultation. The L stands for listen. Listen to your client's concerns. The S is for suggest. Then you're going to, after listening to their concerns you're going to suggest like an authentic add on or maybe even like a different service that could benefit them more. We've even had a student recommend a client a service that was at less of a cost than the original service. But it was really cool because that was the service that would best fit them. The service that they originally booked for maybe was more expensive.
- [31:02]
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- [31:21]
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- [31:55]
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- [32:28]
Dani Newell
It wasn't really going to like help their needs so I thought that was even like super cool. Just the honesty and stuff and doing like what's best for the client. Like I hope someone looked it up for me if I was in the client. So but yeah LS and then C is confirm. You always want to confirm the service that you're doing with the client. There's nothing like that feels worse than when you like get out of a service and you're expecting a dollar amount and then it's like way higher. So if you do do any add ons or anything like that, just confirm with them, you know the service that you're doing. Make sure that you set their expectations like realistically on what they're going to receive. And then the key is permission. You're just going to ask permission to do the service. So like are you ready to get started? And then the A at the end stands for act. You'll perform the service. So I think just following that method and again it really shouldn't take more than like 3 to 5 ish minutes.
- [33:23]
Tessa Zali
But yeah, what about skin analysis? Like once they're actually on your treatment room table, can you talk about that and what are some things to be looking for in the skin?
- [33:37]
Dani Newell
Yeah, I think skin analysis, one of my biggest things I look for when I'm coaching students is is the student actually like palpating the skin? Are they getting in there and actually like touching it, feeling it? Sometimes there might even be like texture that you can't really see too well like with the eye, but you might be able to like feel it. And the same with like pigmentation or dehydration we teach our students to test for dehydration by kind of like palpating the skin together and how quickly it goes back to, like, its normal looking state. It's slow to go back to it. Dehydration. If it bounces back really quick, your collagen, elastin is good and you are hydrated. So I think just. Yeah. During the skin analysis, like, getting in there, don't be afraid. For some reason, students get nervous during this too, because it could almost feel like you're telling someone, like, what's wrong with their skin.
- [34:32]
Tessa Zali
I remember feeling that way.
- [34:33]
Dani Newell
Yeah, exactly. But the majority of students, or, sorry, the majority of clients, they want to be told, like, what they can improve. They want to be educated on their skin and how to take care of it. Like, they're already, you know, getting a service. They've already made that little bit of an investment, so 99.9% of the time, they want more.
- [34:52]
Tessa Zali
So totally. And I think sometimes when you're newish, it can feel normal to almost, like, downplay concerns to make somebody feel better, as you would in real life if your friend is like, my pores are huge. But as an esthetician, it's kind of this interesting role where you want to validate them and obviously not make them feel worse or insult them. But how can estheticians kind of, you know, highlight concerns in a professional way?
- [35:25]
Dani Newell
I think highlighting the concerns in a professional way is like, obviously when you use, like, professional terminology, I think that helps a lot. It's like, sometimes we will have students who go in there and whether it be nerves or they just aren't sure yet, you know, they could be like, oh, wow, like, that looks really bad, you know, or something like that. Yeah, yeah, yeah. But using just professional terminology and then quickly kind of like following it up with a solution. I think that's really helpful too. Like, oh, like, I do see some hyperpigmentation here. I'd love to show you a product after that. I'll take care of that. So that way, like, you're almost like, foreshadowing that you're going to go, like, talk about, like, retail or recommendations after two. So it also kind of helps get your doors down for retail because then they're not, like, blind, say, blindsided when you're like, oh, just walk over here with me real quick.
- [36:17]
Tessa Zali
Let's take a quick break. I want to tell you about today's sponsor, who is so super relevant to any estheticians out there that want to.
- [36:27]
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- [39:39]
Love to also talk a little bit about how schools are changing and adapting to, you know, just what's new and current in the skincare marketplace. I mean, it's definitely ever changing and there's, there's so many new trends and technologies that are coming up. But as a school, what are some of the things that you guys offer to meet those demands and as far as what's new and current?
- [40:11]
Dani Newell
Yeah, definitely. So right now we actually switch all of our textbooks over to online. We go through M textbooks, but we switch everything to online. So all their like learning and activities are mostly online now, which is pretty cool because every student gets an iPad in their kit as well. So more like portable. Yeah, yeah. Wherever you are, you can have your textbook. You don't have to lug around like, you know, a 20 pound book with you to study, you know, on a vacation or something.
- [40:45]
Tessa Zali
Oh yeah, that's what I used to do.
- [40:46]
Dani Newell
Yeah. So everything is pretty much digital now. They're testing a lot of stuff. It's pretty cool. And like I said, it just makes it more accessible for people. We're also teaching more about social media in the classroom. I don't even think, I mean, even when I went into school, when I was in school, it was more like some instructors would like tell you what they do for social media, but it wasn't even as like, as huge of a thing as it is now. And I was only in school, you know, like five years ago. So yeah, I think teaching them about like digital marketing, building your brand. You and I talked about like finding your niche in the treatment room before, you know, because they're is a lot of saturation with estheticians, like finding what like your niche is and being able to show that off online too, so that like you can use your Instagram as a marketing tool. Like it's huge. But it's also something that really makes the industry like fun right now too is like how much creativity there is that social media brought to it. Because before I honestly don't know if there was that much like creativity, like the, like the reels that I see people do or like the marketing ideas like on social media or just being able to like look at a service provider on like Instagram and see their whole like vibe or what they're passionate about and their results and stuff. That's like such a huge tool in this day and age. Like just Instagram is a huge form of marketing. So.
- [42:17]
Tessa Zali
Do you feel that before and afters are still one of the most effective ways to. To bring in new clients. Or is there anything else that you're seeing?
- [42:27]
Dani Newell
Yeah, I think before and afters are huge. I know client reviews are also really important too. Like, I see so many people, so many past students and graduates post, like, client reviews before and afters. I've also seen, like, when people can kind of, like, not take themselves, like, too seriously, like, posting, you know, like, more funnier videos and like, jokes and stuff like that. Like, those do super well too. But yeah, I think the bread and butter is always kind of gonna be like before and afters because that's really your, like, online portfolio. Like, I want to see, you know, before and afters when before I, like, go to someone that maybe I've never been to before or don't know anyone who's been to that service provider. Before and afters are great. It's like, you know, when you are, like, ordering food at a restaurant, they don't have, like, pictures of the menu. Then you don't know what you're ordering. Like, you want to know what you're ordering.
- [43:21]
Tessa Zali
Totally. And sometimes I feel like, oh, do I really need to post another one? But you, I think, can underestimate how many times people need to see that proof. And also different people connect to different ones. You know, they might see something in a client that reminds them of their skin and shows that you can clear hyperpigmentation or work on all Fitzpatrick types or treatments. This particular type of acne, like closed comedones, surprisingly do so well for me, anytime I talk about them or show those before and afters because they're really frustrating.
- [44:00]
Dani Newell
Oh, yeah.
- [44:00]
Tessa Zali
For the client. And a lot of times people don't know what it is. There's like, they're like, what is this texture that I only see when I apply makeup? So, yeah, I think showing different types of them can be really helpful.
- [44:13]
Dani Newell
Yeah, no, definitely, like, different types. Like showing whatever, like, stuff you can kind of do or, you know, maybe it's a before and after in like a video format on like tick tock or something or reels. And then another day, it's just like, you know, a plain picture or whatever. It might be like getting creative, like how you said. And also like putting your own, like, spin on it too, is great.
- [44:34]
Tessa Zali
Yes. Yeah. And I love that you talked about, you know, being your authentic self because when you're new to something, it can be so easy to replicate what you're seeing. But I think, like, keeping your own Vibe. And just being authentic to you is what will help estheticians grow and help make you memorable and set apart.
- [45:00]
Dani Newell
Yeah, no, I totally agree.
- [45:02]
Tessa Zali
Yeah. What about, like, actual services that you're students are learning? Like, what are some of the modalities you guys go over?
- [45:13]
Dani Newell
Yeah, so our. We have two programs for aesthetics. We have basics and masters, technically, a third called comp, where you do like both, but they're both separated by basics or masters. So your basics program is going to do everything from like facials, mannies and pedis. You learn a little bit about body treatment there. Lash lifting, tinting. We also teach lash extensions. Classic and volume too. So that's all like basic is kind of. Oh, and waxing. Waxing is a huge one. And then with our masters, that's where you get into more of like what people consider like the med spa type stuff. So you're gonna learn like laser hair removal, tattoo removal, IPL dermaplaning, microderms, hydro infusion. And we do. We just got RF microneedling too. That's like a huge wow right now too. I feel like there's a lot of, like, fuzz going around that. But yes, it's got that like last year. So that's been really cool too.
- [46:18]
Tessa Zali
That's really cool. Yeah. I. I think in Utah, estheticians have access to a lot more than other states. Like California. We can be really limited.
- [46:29]
Dani Newell
Yeah, no, definitely. And that's kind of what is nice about Utah is that you have a lot of freedom. Like you can microneedle without a medical director. We are now being able to dermaplane without a medical director as a master esthetician. So, yeah, you do have a lot of freedom in Utah, which is pretty cool. And I think in California, the laser stuff is a little bit different too. Where here is a master's master institution, you can operate quite a few different, like, laser modalities.
- [46:56]
Tessa Zali
Totally. I think that's definitely something to consider when you're thinking of starting this career. Like, you know, is there a state that's going to offer you more or a school that's going to offer you more?
- [47:08]
Dani Newell
So, yeah, so many students who have, like, come here from different states because they might not like, offer as much and then they get their license here and it makes it, you know, a little bit easier if you want to transfer to somewhere else, because Utah does require so many hours for master institutions right now.
- [47:27]
Tessa Zali
Yeah, absolutely. And Danny, I know I've asked you so many questions. I think the last I know you're like Just taking these like a champ. I just wanted to talk a little bit about business because I think that's such an important thing that you guys offer as a student school. Is there any little like checklist you could think of of like what estheticians should do once they graduate and receive their license, when they are getting ready to start a business?
- [47:58]
Dani Newell
Yeah, if they want to go out on their own. And yeah, first thing you do is you get your license. You pass your state boards and get license. You do have to check with your city for like different regulations. Everywhere might be different. Like if you're operating out of like your home. Some cities may require like a separate entrance or things like that. But you will just have to call your city on that one for your specific business license when you do that. But getting your own like business bank account is something that you'll want to set up pretty quickly. Keep all of your funds like separate. Don't mix your business with your personal funds. That's a pretty big no, no. But keep that all separate. It'll make it like taxes easier for you to do at the end of the year and all of that. Get an LLC and get your name registered. And yeah, insurance is a huge one too. I see a lot of people operate like without insurance and even as like a customer, I would definitely want to check if my service provider was insured before receiving, you know, any type of service. But especially if you're going to be getting like or aggressive services as well. But yeah, insurance, business license and then calling your city to make sure that you are zoned properly and are able to do what you want to do and make sure that your insurance covers your services too. Especially when you are able to do more advanced treatments. In Utah, I know there's some insurance companies that may not like covered dermaplaning or microneedling up to a certain depth.
- [49:32]
Tessa Zali
So that's a good point. Do you have any companies that you guys recommend as a school?
- [49:40]
Dani Newell
Yeah, we use ASCP right now for all of our students. I love all of the resources they have. Like they have so many resources. They have like different waivers or consultation forms that you can download when you're starting. They have like training videos that they do. They have a podcast that you can also listen to. You can even go on there and like build a free website with ACP if you're insured by them. So yeah, they're great. I actually just went to a big conference that they did for schools back in April, I believe, and it was in Colorado. It was super cool. Like they really offer so much.
- [50:21]
Tessa Zali
So totally. Yeah. I feel like they are very gold standard for estheticians and it's good to be with a company that understands the business and like specializes in aesthetics.
- [50:33]
Dani Newell
Yeah, no, exactly, yeah.
- [50:36]
Tessa Zali
Amazing. Well, this has been great. Dani, is there anything you want to add for the listeners?
- [50:44]
Dani Newell
I think just kind of leaving you guys with like the biggest thing that I want students to remember is that school is just the beginning, it's not the end. So every day that you show up, you're going to be building a foundation for your career that's going to be super rewarding. And there's so many different paths in aesthetics. That's one of the main things that I love about it. Like, I never thought I would be in education. I always wanted to go work in like a med spa or work on my own. And now I've been in education for almost five years and it's been great. Like you could. There's so many different things you can do with their aesthetics. And I think just while you're in school, it's just important to not compare yourself to other people. It's really easy compare yourself to other people, especially with like social media and stuff now everyone's always just posting highlights, you know, or even when you're in class. Like I, when I was a student, I felt like ingredients were something that came a little bit slower to me and to see like other students picking up on it really quick was a little bit disheartening. But I think just working through it and don't try to compare yourself to other people. Compare yourself to who you were last week. You know, are you working harder this week? Are you planning your week better so you have more time to study or making sure you present your best self at school. Like you should treat school almost as a job. Like give your best self school every day. Like show up on time, be prepared with your kit and your equipment and your uniform, whatever it is that your school requires. But yeah, I think just always do your best and just worry about yourself. Compare yourself to who you were last week and just trying to be the better version of yourself every day.
- [52:24]
Tessa Zali
I love that so much. I can tell you're really passionate and care a lot about your students. And yeah, I want to echo that too. I never thought aesthetics would lead me to do what I do now with my virtual business and E commerce. But it's so cool that there are a lot of different avenues you can take in aesthetic. So I think being open minded and kind of following those curiosities can lead to a lot of great things.
- [52:52]
Dani Newell
Yeah, no, definitely. I think education has really opened, like, a lot of doors for me, too, that I would never have really, like, thought of. And just knowing that you can make such huge impact in someone's life. Like, we do something every Wednesday called, like, High Five Wednesday, where the students can write little, like, notes to each other, and we just read it. And our daily welcome start today, and I remember one was pretty prominent. The student said was writing a high five to an instructor. And it said, like, thank you so much for saying hi to me every day. Like, you were the first person to learn my name. And you'll never know how much that meant. I was like, oh, my gosh, that is such, like, a small thing that, you know, an instructor can do. And it, like, was so important to the student, made this student, like, feel so, like, cared about. So it is really cool the impact that you can make on people, not only in education, but just as an esthetician, the world. Like, someone like you who's, you know, has a larger audience and is broadcasting to people and teaching people or even in the treatment room, like, changing people's lives. It's really cool.
- [53:53]
Tessa Zali
Yeah. Yeah. We can never underestimate how big of an impact those small connections and words make to people. And I think that's such a special part of our industry, you know, and, like, as AI grows and, you know, that's going to affect a lot of different industries. I think something that's so special that we have as estheticians is that, like, human connection.
- [54:18]
Dani Newell
Yeah. Nothing will ever be, like, human to human connection, like. Yeah, I'm a firm believer in that.
- [54:25]
Tessa Zali
Well, thank you for joining us, Danny, and, yeah, I've just really enjoyed this conversation.
- [54:31]
Dani Newell
Awesome. Yeah, thank you so much for having me on. It was so much fun. But, yeah, I hope you have a good rest of your day. Thank you. Thank you.