For The Record

Tiphany Hall, PhD
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  • Entrepreneurship
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Welcome to For the Record, your unfiltered view on current trends and timeless advice for surviving in the Aesthetic industry. Whether you're an injector, practice owner, sales rep or marketer, it's time to set the record straight! Each week we showcase disruptive thinkers, industry innovators, and the aesthetic masterminds driving our industry forward. For the Record is hosted by Dr. Tiphany Hall, Chief Growth Officer at Aesthetic Record, an EMR & Practice Management Software devoted to the Aesthetic Industry.

  1. Episode 121: Operations, Culture & the Art of Building a Practice with Kara McClanahan,

    19 hr ago

    Episode 121: Operations, Culture & the Art of Building a Practice with Kara McClanahan,

    Season #7 of For The Record kicks off with a powerhouse conversation. Kara McClanahan, Founder, CEO and Executive Business Consultant at Aesthetic Practice Partners, VP of Operations at Genesis Lifestyle Medicine, and one of the most respected operational minds in the industry, joins Tiphany for a wide-ranging discussion on what it really takes to build a thriving aesthetic practice from the inside out. Kara's path is as unconventional as it is inspiring. She started 30 years ago with an esthetician license she didn't initially want (she wanted to be a hairdresser), climbed every rung of the practice ladder from front desk to VP of Operations, helped scale a wellness group from 6 to 60 locations before a private equity exit, and eventually turned her hard-won knowledge into a consulting practice that's helped hundreds of practice owners across the country. This episode is essential listening for anyone who has ever felt like they're drowning in the day-to-day of running a practice while wondering why the business isn't growing the way it should. Kara doesn't sugarcoat it: most practice owners are their own biggest bottleneck. But she also has a clear, practical roadmap for getting out of your own way. What You'll Learn: • The real staffing challenge: Why finding the right people remains the industry's most persistent challenge—and why Kara would rather hire a passionate, coachable new injector than someone with a massive rolodex (backed by actual data showing that fewer than 15% of a provider's patients follow them to a new practice) • Compliance as a daily habit: How Genesis Lifestyle Medicine builds compliance into the fabric of every single workday across 21 locations—and why making it part of your daily routine protects every license in the building • Passion drives performance: The hiring philosophy that prioritizes passion and work ethic over skill set, and why you can teach someone to answer the phone but you can't teach them integrity • The patient journey is everything: Why every touchpoint matters—from the first phone call to checkout—and how the Disney experience translates directly to the med spa experience • You are the bottleneck: The uncomfortable truth that most practice owners are simultaneously the reason their business can't grow and the only person who can fix it—and how a staffing assessment reveals what tasks are stealing your time and revenue • Retention over acquisition: Why practices continue to pour money into lead generation while ignoring the higher-spend, higher-trust, higher-referral patients already in their system—and what to do instead • Core values that actually work: How to move core values off the wall and into the daily operating rhythm of your practice, including tying them directly to KPIs and incentive plans • Compensation done right: Why ChatGPT-ing average injector salaries in your state is not a compensation strategy, and how to build incentive plans that reward the behaviors that are tied to your operational goals Quoteworthy Moments: "How do you feel at the end of the day? That is the most honestmeasurement of how you're managing your business and your workload. And when they're doing everything, the answer is never 'I feel fantastic.'" "Don't hire a consultant if you don't have someone in the practice who can execute. And for God's sake, don't waste a consultant's time if you're just paying to hear advice you're not going to implement." About Aesthetic Practice Partners: Kara's consulting firm takes a deeply immersive approach to practice transformation. It starts with a 90-minute discovery call, followed by a mandatory two-day on-site practice assessment that covers financials, operations, marketing, pricing, staffing, and the patient experience end-to-end. Every engagement ends with a 30-60-90 day roadmap—whether you engage APP for ongoing consulting or not. Where to Find Kara: Instagram: @kara_mcclaanahan_ @aestheticpracticepartners Website: aestheticpracticepartners.com

    1 hr
  2. Bonus Episode: Build Your Revenue Engine with High-Ticket Treatment Plans with Neal Karski

    5 Jun

    Bonus Episode: Build Your Revenue Engine with High-Ticket Treatment Plans with Neal Karski

    In this bonus episode of For The Record, CEO and Founder, Neal Karski, joins Tiphany to break down what's actually broken in aesthetic marketing—and how to fix it. Neal is the founder of Patient Engine, a results-driven growth platform that's worked with over 1,000 practices, and he practices what he preaches as the owner and operator of Iconic Spa, a boutique body sculpting chain scaling from three to eventually 50 locations using the exact same systems his clients implement. This conversation cuts through the noise of vanity metrics, fake promises, and the traditional agency model that's left countless practice owners burned out and broke. Instead, Neal offers a refreshingly honest roadmap: set realistic expectations, invest in the right people, understand your numbers, and sell high-ticket treatment plans that actually get clients results. What You'll Learn: • Why "agency" is a dirty word: The difference between traditional marketing agencies (all vanity metrics, padded numbers, no results) and a true growth partnership model that tracks actual appointments booked, close rates, and ROI • The reality of ad spend: Why there are no overnight miracles in marketing, what realistic cost-per-acquisition looks like today, and why practices need to budget $5-10K monthly minimum if they want to make $50K more per month • Offers that actually convert: Which services move the needle (toxins seasonally, body sculpting in summer), why complex offers fall flat on social media, and how to structure entry-level offers that create partnership opportunities, not one-off transactions • The sales framework: Five non-negotiable components—mindset, consultation design, pricing strategy, objection handling, and closing—that transform hesitant consultants into confident closers of $4-6K (and sometimes $10K+) treatment plans • Mindset over everything: Why practices sabotage themselves by "shopping out of their own wallet," and how coaches convince teams that selling premium plans isn't greed—it's patient care • High-ticket treatment plans as ROI multipliers: How selling one $6,000 package instead of multiple $500 treatments dramatically improves your ad spend efficiency and practice profitability • Retention as the profit engine: Why keeping existing patients and increasing their lifetime value is exponentially more profitable than chasing new leads constantly, and how to structure long-term treatment plans that create ongoing commitment • Staffing for scale: The importance of hiring people who are incentivized, coachable, and take ownership—because ads mean nothing if your team can't close Quoteworthy Moment: "You're doing yourself a disservice and your client a disservice if you're not selling them the best treatment plan that's going to get them results. Don't count their money—solve their problems." Who Should Listen: If you're a practice owner staring at a Meta or Google ad budget wondering why you're not seeing results, a manager frustrated that leads aren't converting, a solo practitioner thinking about scaling, or an established med spa owner wanting to systematize your sales process—this episode is essential listening. Neal's honesty about what actually works (and what doesn't) cuts through industry hype and delivers a playbook you can implement immediately. The biggest takeaway? Marketing and sales are inseparable. You can run perfect ads to a brick wall if your team doesn't know how to close. Invest in both, set realistic expectations, and watch your practice transform from lead-chasing chaos into a predictable, profitable machine. Connect with Neil: Instagram: @nealkarski Patient Engine: patientengine.co Aesthetic Millionaires Podcast: New episodes every Wednesday on YouTube and Spotify Iconic Spa: iconicspa.com

    47 min
  3. Epsiode 120: A Date with the Deubers with Cary Deuber, RN, CRNFA & Mark Deuber, MD

    17/11/2025

    Epsiode 120: A Date with the Deubers with Cary Deuber, RN, CRNFA & Mark Deuber, MD

    For the Season 6 finale, we sit down with the dynamic Dallas duo behind Lemmon Avenue Plastic Surgery & Laser Center: Cary Deuber, RN, CRNFA, CANS, co-founder, aesthetic injector and medical spa director, and Dr. Mark Deuber, co-founder and board-certified plastic surgeon. What follows is a fast-paced, funny, brutally honest conversation about running a business with your spouse, building a multi-location practice, staying on the cutting edge, and navigating an industry where perfect is often the enemy of real. Building a Marriage, a Practice, and a Fulfilled Life Cary and Dr. Deuber have spent decades shaping Lemmon Avenue into a full-spectrum aesthetic destination with nearly 30 employees across Dallas and Frisco. Their partnership thrives on division of labor: Dr. Deuber handles finances, surgical practice, and surgery center (and the cooking!) while Cary oversees the people, the culture, and the medical spa. The option to travel or take time away as a family without the practice falling apart didn’t come from luck—it came from intentionally hiring and developing people who could be trusted with their patients, their brand, and their business. What Keeps the Deuber Machine Running: • A team empowered to make decisions without constant oversight • Clear roles between the two of them - they can swim faster in their own lane! • A strong focus on business operations and creating systems that don’t require Cary or Dr. Deuber to function day-to-day Why Their Full-Spectrum Model Protects Patients The Deubers have built a destination practice for the aesthetic patient. With surgery, injectables, lasers, and skincare unified under one roof, patients can get what they actually need—no more, no less, and no need to leave Lemmon Avenue for their full treatment plan. They don’t rush to offer the latest trends- instead, they focus on offering a robust list of vetted treatments that are safe, effective, and FDA approved (no gray area!) Their Treatment Philosophy: • Avoid “filler face” by diversifying modalities • Use biostimulators thoughtfully and correctly • Prioritize natural anatomy and natural results Rewriting the Facelift Narrative Dr. Deuber is leading with innovation on the plastic surgery front with the re-envisioned deep-plane facelift. He shares more about his innovative technique that delivers the same great results but with dramatically reduced swelling, and recovery timelines that have patients returning to their day to day in under a week. From Reality TV to Real Professionalism Cary shares her journey from Real Housewives of Dallas fame to respected aesthetic expert. While the TV spotlight brought a lot of positives, it also brought trolls, something she’s learned to ignore. Her response? She’s not trying to win them over —she’s here to be authentic, serve patients well, and keep her face as natural as her personality. Advice From the Deubers: • Authenticity outperforms perfection • Internet criticism rarely comes from people you’d take advice from • 4-day work weeks help you avoid burnout & stay focused with your time • Skill and integrity build reputation—TV doesn’t The Deuber Philosophy Whether you’re a new injector or scaling a multi-location practice, Cary and Dr. Deuber offer a refreshing message: stay authentic, stay educated, delegate wisely, and remember that natural, safe results never go out of style. Their balance of innovation, clinical excellence, family time and personal fulfillment offers a roadmap for anyone building a long-term future in aesthetics. Connect with The Deubers • Lemmon Avenue Plastic Surgery: https://www.lemmonavenueplasticsurgery.com/ • Instagram: @Lemmonavenue, @CaryDeuber, @DrMarkDeuber, • Food & lifestyle: @Deubertable

    34 min
  4. Episode 119: Legal, Compliance and Malpractice Insights Every Medspa Must Know

    10/11/2025

    Episode 119: Legal, Compliance and Malpractice Insights Every Medspa Must Know

    Running a medical spa today means balancing artistry with accountability. In this powerful episode taken from a lunch keynote at Aesthetic Next, we unpack the high-stakes world of compliance, malpractice, and risk management with four industry leaders who’ve lived it from every angle — legal, financial, operational, and clinical. Whether you’re growing your med spa, preparing for sale, or simply trying to avoid costly mistakes, this conversation is your blueprint for protecting your practice and elevating your business value. Featuring: • Justin Marti, Founder & Lead Attorney, Marti Law Group • Ben Hernandez, Managing Partner & CEO, Skytale Group • Dr. Justin Harper, Founder of Juvly Aesthetics & CEO of Aesthetic Record • Brian King, Healthcare Practice Lead, Trucordia / ARAssurance • Tiphany Hall, PhD, Aesthetic Record | htttps://aestheticrecord.com The Uncomfortable Truth About Compliance Compliance isn’t optional—it’s the foundation of your practice’s value. As Dr. Harper explains, “If you haven’t been investigated yet, you probably will.” Investigations are no longer rare; they’re a byproduct of success. Regulators—often unfamiliar with their own evolving rules—are now watching aesthetics closely. Key Pitfalls: • Hiring attorneys unfamiliar with medical aesthetics. • Allowing regulators to overreach beyond the initial complaint. • Copying what others do on social media without knowing if it’s legal. Takeaway: Every chart, protocol, and delegation agreement is a legal document in disguise. If it’s not documented, it didn’t happen. And, when the Board Shows Up: Protocol Over Panic The Regulatory Landscape Is Tightening Justin Marti sees the trend clearly: it’s not just medical and nursing boards anymore. Pharmacy boards, OSHA, and consumer protection agencies are all getting involved. Even your marketing can get you in trouble—especially if you make unsubstantiated claims about treatments or devices. The key is proactive transparency and evidence-based protocols. If regulators are uncertain, they default to caution. That means you must be more diligent than ever. Medical Direction: The Most Overlooked Risk According to Marti, too many “medical directors” exist only on paper. True oversight means routine meetings, documented delegation agreements, and defined procedures for when your medical director is unavailable. Compliance & Valuation: Two Sides of the Same Coin Ben Hernandez takes it to the bottom line: every compliance gap is a discount on your practice valuation. Private equity buyers pay for clean books and de-risked operations, not chaos. What buyers look for: • Active provider licenses • Valid MSO/MSA structures • No outstanding lawsuits or board complaints • Documented oversight and chart compliance If your $5M practice has regulatory red flags, expect the buyer to hold back cash—or walk. The Malpractice Myth: Paying for Coverage You Don’t Need Brian King pulls back the curtain on malpractice insurance. Most med spas are stuck paying for coverage designed for surgeons or dermatologist doing more invasive procedures you don’t perform. You’re effectively subsidizing other specialties’ risk. Enter ARassurance: Built for medical aesthetics, it offers dedicated risk pools, relevant coverage, and responsive adaptation to new treatments. Lower cost, better protection, smarter alignment. If you are an Aesthetic Record client, you get exclusive access to this medical malpractice cost savings. Get an instant quote at https://trucordia.com/arassurance Final Thoughts: Compliance isn’t a bureaucratic chore—it’s the scaffolding that holds up your legal protection. Malpractice and compliance are inseparable. Neglect one, and you weaken both. Connect with the Panel • Justin Marti – Marti Law Group | https://www.martilawgroup.com/ • Ben Hernandez – SkyTale | https://skytalegroup.com/ • Dr. Justin Harper – Juvly Aesthetics | https://juvly.com • Brian King – Trucordia & ARassurance | https://trucordia.com/ARassurance

    47 min
  5. Episode 118: The Regenerative Era with Dana Herbertson, SFA, MEP-C

    28/10/2025

    Episode 118: The Regenerative Era with Dana Herbertson, SFA, MEP-C

    In this episode of For The Record, we sit down with Dana Herbertson, SFA, MEP-C, AEST, CLT, Owner of The Derm Lounge Med Spa in Dallas and a true force in the medical aesthetics industry. With nearly 30 years of experience, starting as a surgical first assistant in plastic surgery and evolving into one of Dallas's most sought-after injectors, Dana brings a unique surgical perspective to aesthetic medicine that sets her apart. Dana's journey from the operating room to entrepreneurship wasn't straightforward. After years of assisting in surgery and fighting for more time in the injection chair, she took the leap and opened her own 900-square-foot practice. Today, she operates a stunning 3,000-square-foot med spa alongside her children Aidan and Paige, who help run every aspect of the business. What makes Dana's practice thrive even as the industry faces a 17-20% downturn? It's her commitment to genuine relationships over transactions, her surgical-level precision in everything from threads to peptides, and her willingness to say "no" to filler more often than "yes." She's not running a factory—she's creating transformations that honor anatomy, safety, and the natural beauty of each patient. Throughout this conversation, Dana opens up about the realities of family business dynamics, the art and science of thread lifting (complete with sterile technique that would make any OR nurse proud), and her pioneering work with bio-regenerative medicine—from polynucleotides for skin rejuvenation to peptide protocols that are changing the menopause game for women everywhere. What You'll Learn: • The surgical advantage: How Dana's background as a surgical first assistant informs her approach to threads, anatomy, and sterile technique, and why cadaver courses are non-negotiable for providers doing threads • Family business dynamics: The benefits of working with your children, and how Aidan and Paige transformed Dana from overwhelmed solo practitioner to efficient CEO • Mastering threads: Why infection control is everything, the importance of multiple trainings (not just one). • The filler paradox: Why Dana now says "no" to filler more than "yes," and how bio-stimulators, threads, and regenerative treatments are creating better, more natural results than the heavy filler faces of years past • Peptides & menopause: Dana's game-changing insights on how GLP-1s and peptide protocols are revolutionizing menopause management. • The mesoneedling revolution: How Dana uses Toskani’s polynucleotide cocktails with precision needling techniques to wake up dormant cells and reverse skin aging at the cellular level • Hair restoration breakthroughs: The stunning results Dana's achieving with PDO smooth threads, PDRN hair cocktails, and consistent monthly treatments that rival hair transplant results. • Surviving economic downturns: Practical wisdom from someone who's weathered multiple market crashes, including why patient loyalty and authentic relationships matter more than ever when the industry is down 20% • Efficiency without sacrifice: How Dana uses headsets, multiple treatment rooms, and skilled assistants to scale her practice without turning it into a patient factory • What's next in bio-regenerative medicine: A sneak peek at NTCF and other European innovations Dana's watching that could be coming to the US market soon Whether you're a new injector looking to expand your skillset, a practice owner trying to scale efficiently, or simply curious about the cutting edge of regenerative aesthetics, Dana's insights offer a masterclass in combining surgical precision with entrepreneurial vision—all while keeping the patient experience at the heart of everything. Connect with Dana: Dana's IG: https://www.instagram.com/botoxbarbiedana/ The Derm Lounge IG: https://www.instagram.com/thedermloungemedspa/ The Derm Lounge Web: https://thedermlounge.com/ For Training Opportunities: Contact The Derm Lounge directly to schedule hands-on training sessions

    48 min
  6. Episode 117: Revenue is a Team Sport with Katlin Cauffman

    20/10/2025

    Episode 117: Revenue is a Team Sport with Katlin Cauffman

    When repeat FTR guest, Katlin Cauffman, founder of Diamond Accelerator, sits down with Dr. Tiphany Hall live at Aesthetic Next 7.0, the message is clear: if you think only injectors drive revenue, you’re missing the mark. Katlin’s spent years turning aesthetic practices into profitable, well-oiled machines. In this episode, she shares exactly how high-performing teams hit their numbers—not by working harder, but by working smarter. From Front Desk to Injector: Everyone’s in Sales Katlin challenges one of the industry’s biggest misconceptions: that revenue starts and ends with injectors. In truth, every role contributes to the bottom line—from your MA to your front desk to your practice manager. Her advice? Define measurable KPIs for each role and start tracking them. Something as simple as monitoring rebooking rates can increase performance by 10% overnight. When teams align behind shared goals, practices routinely hit 75–80% rebooking rates—often enough to meet revenue targets without adding new patients. Revenue Per Hour: The New Success Metric If there’s one number every practice should know, it’s revenue per hour. Katlin reveals that half of what affects this number has nothing to do with skill—it’s about systems, pricing, scheduling, and support. Sometimes, the path to higher profit isn’t more training—it’s better structure. The MA Advantage Adding a medical assistant can be the fastest way to double injector revenue. When used strategically—with clear SOPs and shared expectations—an MA allows the injector to stay focused on patient interaction while the assistant handles prep, education, and room flow. The result: better utilization, smoother visits, and higher hourly output. But Katlin warns: “Hiring an MA isn’t magic—you have to give them a playbook.” Without structure, you just add cost. With it, you add capacity. Talk About Money (Like It’s Your Job) Too many providers shy away from financial discussions. Katlin calls that a missed opportunity. If you spend 30 minutes building trust with a patient, you shouldn’t hand off the pricing conversation to the front desk. Instead, lead the financing talk confidently—“this could be as low as $89 a month”—and watch conversion rates climb. Empowering providers to own the money conversation transforms consultations into closed treatment plans. Recruitment & Culture: Build the Team You Want Katlin and Tiphany also tackle recruiting and retention in a competitive market. Top injectors aren’t just chasing commission—they want culture, vision, and growth. Katlin recommends having a “Why Work Here” deck ready year-round so you’re always recruiting intentionally, not reactively. When the right person walks in, you’ll already be ready to hire. The Mindset That Changes Everything At the heart of Katlin’s philosophy is ownership. Growth doesn’t happen by accident—it’s built through intentional leadership, transparent tracking, and a team aligned behind the same metrics. Key Takeaways • Growth starts with ownership and mindset. • Every role drives revenue—define and track it. • Rebooking is a team sport, not a front desk task. • Hiring an MA can double revenue when structured properly. • Providers must own the financing conversation. • Revenue per hour is the clearest window into performance. • Build recruiting systems that attract culture-fit talent year-round. Free Resource: The Injector Profit Playbook Katlin’s Injector Profit Playbook breaks down the 10 most common reasons injectors underperform—and most of them aren’t clinical. From poor scheduling to inefficient pricing models, the playbook gives practical, measurable ways to boost revenue per hour fast. It’s a must-listen companion for any growth-minded provider or owner. Get your FREE Injector Profit Playbook: https://grow.diamondaccelerator.com/injectorprofit Connect with Katlin: Web: https://diamondaccelerator.com/ Instagram: https://www.instagram.com/katlincauffman/

    25 min
  7. Episode 116: The Compliance Code with Jenny Hartley, ACNP

    11/10/2025

    Episode 116: The Compliance Code with Jenny Hartley, ACNP

    When Jenny Hartley, ACNP, left her 18-year career in critical care to enter aesthetic medicine in 2019, she brought something most new injectors don't have: a Medical Director's mindset, emergency training instincts, and an unwavering commitment to doing things right. As the founder of Skin Synthesis in Seattle, she's become known as an expert in compliance and a skilled practitioner– a rare combination of clinical excellence and operational rigor that sets her practice apart in an increasingly crowded market. The Real Cost of Excellence Starting an aesthetic practice without working for an established clinic first meant Jenny had to invest heavily in her education – tens of thousands of dollars initially, and over $100,000 in the last year alone. Her philosophy? "If you're not going to be excellent, is it worth being at all?" Compliance as Competitive Advantage Jenny didn't just buy standard operating procedures off the shelf. She built hers from scratch, working with three different law firms specializing in employment law, aesthetic medicine, and contract work. This meticulous approach may mean she moves slower than competitors who cut corners, but it brings sustainability, safety, and peace of mind. The result is a practice that may not be the flashiest or trendiest, but it’s one that's built to last in a complex legal environment. Redefining the Good Faith Exam For Jenny, the GFE isn't a checklist – it's a comprehensive history and physical that explores the whole patient. She asks about their career, family, hobbies, and stress levels to understand who they are and what they truly need. Key elements of her consultation approach: • Screen for body dysmorphic disorder (affecting 15-20% of aesthetic patients) • Ask about lifestyle factors that impact treatment longevity • Identify where patients hold stress physically • Create comprehensive one-year treatment plans with timeline and costs • Manage expectations based on individual circumstances This approach naturally leads to patients who return 8-14 times per year for comprehensive care, not just one-off treatments. The Vascular Occlusion Sim Lab: Training for Emergencies Drawing on her critical care background, Jenny created a Vascular Occlusion Simulation Lab to address a massive industry gap: we don't train for emergencies. We might attend lectures and stock hyaluronidase, but we don't practice our response. What the sim lab includes: • Didactic education on VO physiology, presentation, stages, and vision loss • Multiple hands-on simulations (tissue necrosis and vision loss scenarios) • Team coordination and emergency response protocols • When and how to call 911 and work with local hospitals • Protocols, VO kit supply lists, and implementable policies The sim lab is offered quarterly in Seattle, and Jenny also travels to clinics or communities for an ideal group size of 5-6 participants. As the age-old expressions goes, if you're going to inject the poison, you need the antidote – and know exactly how to use it. The Reality of Entrepreneurship Jenny was remarkably candid about how difficult entrepreneurship actually is. The loneliness, the failure, the guilt, the 20-hour days without breaks. Her survival strategies: • Scale back and reprioritize when overwhelm sets in • Get back in the treatment room to reignite passion • Build a network of fellow practice owners and mentors who truly understand Building for the Long Game In an industry obsessed with growth hacks and viral marketing, Jenny's message is refreshingly different: slow down, do the research, hold your line, and build something that will last. It's a harder path, but for those willing to walk it, doing things right is an invaluable advantage. Connect with Jenny: Instagram: - Jenny: https://www.instagram.com/jha.skinsynthesis/ - Skin Synthesis: https://www.instagram.com/skinsynthesis/ Skin Synthesis: https://skinsynthesis.com/ For more info about the VO Sim Lab, email info@skinsynthesis.com

    1hr 8min
  8. Episode 115: Content, Connections and Calls: The Three Cs of Growing Your Practice with Jourdan Eloriaga

    03/10/2025

    Episode 115: Content, Connections and Calls: The Three Cs of Growing Your Practice with Jourdan Eloriaga

    In this power-packed episode recorded live at Aesthetic Next, we sit down with Jourdan Eloriaga, CEO of Aesthetic Bosses, CMO of Natura and newly appointed VP of Prime IV. Jourdan isn't just talking theory—his clients are generating impressive numbers like $350K monthly using a strategic combination of Aesthetic Record, LeadAR, and a marketing philosophy that's equal parts aggressive and methodical. As both a marketing agency owner and medical spa executive, Jourdan bridges the gap between what sounds good on paper and what actually drives revenue. His approach is refreshingly direct: content, connections, and calls. No fluff, no excuses, just a proven system that doubles patient counts when implemented correctly. Throughout our conversation, Jourdan shares insights on the operational discipline required to turn leads into loyal patients. From making 8,000 outbound calls monthly to collecting 1,800 Google reviews, his team operates like a well-oiled machine. But here's what makes Jourdan's approach different—he doesn't rely on automation or AI as a crutch. Instead, he uses technology strategically while never losing sight of the human connection that drives emotional purchases in aesthetics. Key Insights & Strategies: • The "Buy, Die, or Unsubscribe" Philosophy: Jourdan's team operates on the principle that 80% of sales happen between the fifth and twelfth touchpoint. If you're only calling leads once or twice before giving up, you're essentially burning money on paid ads. The goal is to persistently follow up until prospects either convert, clearly decline, or unsubscribe from communications. • The Power of Intentional Calling: Natura makes approximately 8,000 outbound calls per month with a two-person system—one front desk person handling walk-ins and calls, one back-office person focused exclusively on pipeline management. • Content Trumps Targeting: While many practices obsess over audience targeting, Jourdan focuses on creating compelling content first. His reasoning? Meta's AI targeting is sophisticated enough to find the right people—but if your content is weak, you're just showing bad ads to more people. • The Google Review Advantage: By aggressively collecting reviews through QR codes in every treatment room, one of Jourdan's practices accumulated 1,800 Google reviews. When competing practices have 300 reviews, there's literally no competition, dramatically lowering cost per acquisition as prospects self-qualify based on social proof. • Strategic Service Selection for Ads: Not all services are created equal for paid advertising. Jourdan recommends promoting services that require minimal education, like toxin, fillers, or IV therapy, to keep cost per lead low and sales cycles short. • Weekly Staff Training is Non-Negotiable: Jourdan meets with his team weekly to review call recordings, discuss objections, and refine their approach. • Referrals Are Pure Profit: Every referral represents an increase in profit since there's no cost of acquisition. Building systems to generate and track referrals should be a priority for every practice. The Three Cs Framework for Growth: 1. Content: Create authority-building material that educates and overcomes objections 2. Connections: Build genuine relationships. AI is a tool, not a replacement for human touch 3. Calls: Aggressive, consistent follow-up with proper training and scripts Whether you're generating $50K or $500K monthly, Jourdan's strategies offer a roadmap for scaling with discipline. His success isn't about secret hacks or viral moments—it's about consistent execution of fundamentals: make more calls, create better content, collect more reviews, and know your numbers cold. Connect with Jourdan: • Instagram: @aestheticbosses or @jourelor • Website: Aestheticbosses.com

    27 min
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About

Welcome to For the Record, your unfiltered view on current trends and timeless advice for surviving in the Aesthetic industry. Whether you're an injector, practice owner, sales rep or marketer, it's time to set the record straight! Each week we showcase disruptive thinkers, industry innovators, and the aesthetic masterminds driving our industry forward. For the Record is hosted by Dr. Tiphany Hall, Chief Growth Officer at Aesthetic Record, an EMR & Practice Management Software devoted to the Aesthetic Industry.

Information

  • Creator
    Tiphany Hall, PhD
  • Years Active
    2021 - 2026
  • Episodes
    123
  • Rating
    Clean
  • Copyright
    © Tiphany Hall, PhD
  • Show Website
    For The Record

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