The Treatment Room Podcast: "Back to (Esty) School"

Host: Tessa (Tess) Zali
Guest: Dani Newell, Spa Director at Skinworks Aesthetic School (Salt Lake City, UT)
Date: September 5, 2025

Episode Overview

This episode of The Treatment Room takes listeners into the world of esthetician school, providing an honest, encouraging, and practical guide for new estheticians and skincare enthusiasts. Host Tess Zali welcomes Dani Newell, Spa Director at Skinworks Aesthetic School, to discuss what students can expect, how to prepare for the demands both technical and emotional, and how the industry and aesthetic schools are adapting to new trends and challenges. The conversation dives deep into the essentials of building a career—from mindset shifts and hands-on skills to business acumen, ethical sales, managing client relationships, and adapting to a rapidly changing med spa landscape.

Key Discussion Points & Insights

1. Introduction to Dani and Skinworks Aesthetic School

[02:41–05:33]

• Dani's journey: Began as a student at Skinworks during COVID, transitioned to spa work, and then discovered her passion for esthetics education.
• Skinworks' philosophy: Boutique approach with small classes (max 15 students/class), individual attention, strong focus on business skills.
  • "We focus super hard on teaching them the skills of retail rebooking, growing your clientele, how to keep that client coming back." —Dani ([04:27])

2. What to Expect in Esthetician School

[06:16–09:58]

• Hands-on training begins immediately; nerves are normal, and practice is essential.
• First days involve performing natural manicures and pedicures, even on those with no prior experience.
• Reality check: Curriculum is broader than many expect (includes chemistry, electricity, and civics).
• Importance of routine for students with busy lives—balancing study and self-care.

"School is a lot of whatever you put into it, that's what you're going to get out of it."
—Dani ([07:17])

3. Mindset, Self-Care & Energy Management

[09:33–12:16]

• Balancing obligations and self-care is key to sustaining energy, especially in "clock hour" programs with intense content.
• Peer relationships are vital for support—many esthetics school friendships become lifelong.

"The energy you bring into the treatment room is huge."
—Dani ([09:58])

4. Connecting Authentically with Clients

[12:52–15:57]

• Authenticity builds client loyalty and trust.
• Small details make a difference (remembering client names, personal touches in follow-up).
• Soft skills (checking in on client comfort, not just technical skill) are crucial.

"You could give the best facial massage, but if you're not making your client feel like a superstar in your treatment room, they may not come back."
—Dani ([14:23])

5. Professional Boundaries, Discounts & Ethical Upselling

[15:57–19:02]

• Boundaries: Don't get overly personal; be cautious with discounts as they can devalue your services.
• Discounting: Referral and first-time client discounts are effective; avoid overusing “pointless discounts.”
• Upselling should be ethical and based on genuine client need, best introduced during consultation or skin analysis.

"When you're doing too many discounts... you can just get the type of client that's only looking for a discount..."
—Dani ([17:10])

6. The Reality of Sales in Esthetics

[18:26–22:14]

• Sales nerves are common among students; reframing sales as education helps.
• Practical tip: Bring recommended retail products into the treatment room and focus on one ingredient and its purpose.
• Important: Be okay with rejection; not every client will buy.

"Quit thinking of it as you're selling to clients and start thinking... you're actually educating them and you're going to benefit them."
—Dani ([19:12])

7. Home Care, Liability, and Difficult Clients

[22:14–24:46]

• Home care is essential; starting advanced treatments without proper prep can be a disservice.
• Educate resistant clients about the benefits and necessities of home care.
• Sometimes, it's necessary not to treat clients unwilling to follow protocols.

8. Selling Retail in the Age of Amazon

[24:48–26:08]

• Clients can purchase products online easily; the esthetician’s edge is product knowledge, ingredient education, and building trust.
• Introduce new products gradually, clarify the advantages of professional vs. drugstore products.

9. Consultations & Skin Analysis

[28:13–36:17]

• Thorough consultations are critical to prevent adverse reactions—ask beyond intake forms!
• Recommended consultation method: "LSCPA" (Listen, Suggest, Confirm, Permission, Act).
• Skin analysis: Palpate the skin, use professional language, highlight concerns without making clients feel bad. Offer solutions immediately.

"Clients want to be told what they can improve. They want to be educated on their skin."
—Dani ([34:33])

10. Adapting Curriculum for the Modern Esthetician

[39:39–44:59]

• Schools are now providing iPads and online learning for maximum accessibility.
• Social media marketing, personal branding, and finding a niche are integral to the curriculum.
• Before/after photos and client reviews remain key marketing tools.

"The bread and butter is always kind of gonna be like before and afters because that's really your, like, online portfolio."
—Dani ([42:27])

11. Technical Training & State Differences

[45:02–47:08]

• Utah offers more advanced modalities (RF microneedling, lasers, tattoo removal) than many other states.
• It’s important to consider state laws and school offerings when choosing where to train.

12. Starting a Business After Graduation

[47:57–50:33]

• Step-by-step checklist:
  • Get your license (pass state boards)
  • Check city regulations (especially for home-based businesses)
  • Separate business and personal banking
  • Set up LLC and insurance (ASCP recommended)
  • Ensure insurance coverage matches offered services

13. Final Advice: Perspective and Growth

[50:44–54:18]

• School is only the beginning—compare yourself only to your past self, not others.
• The esthetics field offers numerous paths and opportunities.
• Human connection is the heart of the profession, and even small acts of kindness and connection can have a profound impact.

"Compare yourself to who you were last week and just trying to be the better version of yourself every day."
—Dani ([51:40])

Notable Quotes & Memorable Moments

• “School is just the beginning, it's not the end. Every day that you show up, you're building a foundation for your career that's going to be super rewarding.”
  — Dani ([50:44])

• “Nothing will ever be like human to human connection.”
  — Dani ([54:18])

• On friendships:
  “Those friendships can turn into lifelong relationships... we've had such close friendships be formed inside of our school and it's so cool to see.”
  — Dani ([10:58])

• On being authentic:
  “Always be your authentic self... I think you can really connect with anyone and you will, like, attract the right type of client.”
  — Dani ([12:52])

• On small gestures:
  "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."
  — Student’s note shared by Dani ([52:52])

Key Timestamps for Important Segments

• [02:41] – Dani’s introduction + school philosophy
• [06:16] – What to expect day one in school (hands-on training)
• [09:33] – Balancing school, work, and self-care
• [12:52] – Building client relationships authentically
• [15:57] – Navigating professional boundaries and discounts
• [18:26] – Demystifying sales for new estheticians
• [22:14] – Handling client hesitancy with homecare education
• [24:48] – Retailing in a digital marketplace
• [28:13] – Preventing and handling adverse reactions
• [30:06] – Effective consultations (LSCPA method)
• [33:36] – Skin analysis tips
• [39:39] – How aesthetic schools are adapting (digital, iPads, social media)
• [45:02] – Utah’s unique advanced modality offerings
• [47:57] – Starting a business: essentials checklist
• [50:44] – Final advice for students about growth and self-comparison

Conclusion

Tess and Dani wrap up with an affirmation of the diverse and rewarding opportunities in esthetics. They stress the community and human connection as the core of the industry—values that will continue to set estheticians apart in a tech-driven world. The episode is packed with encouragement, practical takeaways, and reminders that authenticity, growth, and client care matter most.

For More:
Visit Skinworks in Salt Lake City or connect via The Treatment Room’s social media links provided in the show notes.