Beauty and the Biz Catherine Maley, MBA

Hello, and welcome to Beauty and the Biz where we talk about the business and marketing side of plastic surgery, and buying land & building a practice from scratch.
I’m your host, Catherine Maley, author of Your Aesthetic Practice – What your patients are saying, as well as consultant to plastic surgeons, to get them more patients, more profits and stellar reputations. Now, today’s episode is called "Buying Land & Building Practice from Scratch — with Edward D. Buckingham, MD".
Deciding WHERE you do surgery is a big decision that affects your time, resources, profits and sanity. 
And the answer to that question changes as you change. For example:
You have a killer deal with a friend of yours to use his OR; however, it’s a 30-60 commute depending on traffic  You use another surgeon’s OR in your building, but they continue to raise the fees and you’re feeling exploited  Your surgical coordinator is struggling to get you blocked times at the hospital and so on. That’s usually when you start dreaming of taking back your life and enjoying autonomy to do surgery wherever and whenever you please, while even adding more surgeons to help pay for it if you choose.

This week’s Beauty of the Biz Podcast episode is an interview I did with Dr. Edward Buckingham. He’s a facial plastic surgeon with a BA degree in accounting and in private practice, in a gorgeous new office in Austin, TX.
He decided it was time to upscale and play a bigger game, so we talked about:
The myriad of construction and permit issues of buying land and building a practice from scratch The timing challenge between the end of your lease and the start date of your new office being “move-in ready”  Bringing on other surgeons to buy in to his practice so he can enjoy life/work balance Visit Dr. Buckingham’s website P.S. Give us a review please!

📲 If you’re thinking about making a change and could use a different perspective, let’s talk. Schedule a Free 30-Minute strategy call with me at: https://www.catherinemaley.com/apply/
✔️ STAY UPDATED!
Website: https://bit.ly/31O4DHp Blog: https://bit.ly/31HmEHx Podcast: https://bit.ly/3DMIHJN Videocast: https://bit.ly/3DNLjXL Apple Podcasts: https://apple.co/3pGyY2o 🤝 LET'S CONNECT! 🤝
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Transcript:
Buying Land & Building Practice from Scratch— with Edward D. Buckingham, MD Catherine Maley, MBA: Hello and welcome to Beauty and the Biz, where we talk about the business and marketing side of plastic surgery, and buying land & building a practice from scratch. I'm your host, Catherine Maley, author of "Your aesthetic practice, which your patients are saying", as well as consultant to plastic surgeons to get them more patients and more profits.
Now, today's episode is an interview I did with Dr. Edward Buckingham, who has a lot of experience buying land & building a practice from scratch. He's a facial plastic surgeon with a BA degree in accounting, which I'm sure we'll talk about, and he's in private practice in a gorgeous new office in Austin, Texas, which we will absolutely talk about.
Now, Dr. Buckingham attended the University of Texas for his medical degree and his general surgery internship at the University of Texas Medical Branch at Galveston, before he endeavored on buying land & building a practice from scratch.
Now, he then completed a fellowship in facial plastic and reconstructive surgery in Albany, New York. Now, he's won several awards for his academic achievements as well as numerous publications and presentations, and has been a guest instructor for the facial rejuvenation course given by the AAFPRS.
He even has a wife who practices ophthalmology and oculoplastic surgery with the eye physicians of Austin. So, he is knee deep above the neck surgery. So, Dr. Buckingham, welcome to Beauty and the Biz.
Edw

Hello, and welcome to Beauty and the Biz where we talk about the business and marketing side of plastic surgery, and being in a solo practice within a group practice.
I’m your host, Catherine Maley, author of Your Aesthetic Practice – What your patients are saying, as well as consultant to plastic surgeons, to get them more patients, more profits and stellar reputations. Now, today’s episode is called "Solo Practice Within Group Practice — with Sam Jejurikar, MD".
Some surgeons dream of complete autonomy. They want to do whatever they feel like doing without having to answer to executive boards or other surgeons they work under. 
They want to set their own hours, hire and fire staff and buy equipment if they feel like it. 
They also want to make more money and assume they will in solo practice since they keep all of the profits and not just a percentage. 
However, the flip side of that autonomy means they also get to handle their own books and inventory, while also marketing to attract cosmetic patients. 
The business and marketing side of plastic surgery can be fun, daunting, uncertain and confusing. 
So, is Solo or Group practice better?
Here’s a unique business model that allows you to run your solo practice as you want, but also enjoy the perks of being under the umbrella of a much bigger practice. Very interesting!

This week’s Beauty and the Biz Podcast was an interview I did with Sam Jejurikar, MD, a board-certified plastic surgeon and a member of the Dallas Plastic Surgery Institute
that includes 10 surgeons, 4 ORs, 40 staff in a 45,000 square foot facility.
We talked about their unique business model to buy into the practice but run as a solo practitioner and how they make decisions with so many surgeons involved.
Visit Dr. Jejurikar’s website P.S. Want Catherine’s book for free? Just leave us a review, text (415) 851-0172 and her book is on the way!

📲 If you’re thinking about making a change and could use a different perspective, let’s talk. Schedule a Free 30-Minute strategy call with me at: https://www.catherinemaley.com/apply/
✔️ STAY UPDATED!
Website: https://bit.ly/31O4DHp Blog: https://bit.ly/31HmEHx Podcast: https://bit.ly/3DMIHJN Videocast: https://bit.ly/3DNLjXL Apple Podcasts: https://apple.co/3pGyY2o 🤝 LET'S CONNECT! 🤝
Instagram: https://bit.ly/3GynMvz Facebook: https://bit.ly/3IJxL35 Twitter: https://bit.ly/3GxJUGy LinkedIn: https://bit.ly/3lWoYRM  
Transcript:
Solo Practice Within Group Practice — with Sam Jejurikar, MD Catherine Maley, MBA: Hello and welcome to Beauty and the Biz, where we talk about the business and marketing side of plastic surgery, and being in a solo practice within a group practice. I'm your host Catherine Maley, author of Your Aesthetic Practice — What your patients are saying", as well as consultant to plastic surgeons, to get them, more patients and profits. And today's guest is Dr. Sam Jejurikar, who is in solo practice within a group practice. Thank you.
He's a board- certified plastic and reconstructive surgeon, who has a solo practice within a group practice, and a member of the Dallas Plastic Surgery Institute that performs cosmetic surgery, pediatric plastic surgery, breast reconstruction, and complex wound reconstruction. Now, the institute includes 10 surgeons. The Dallas Day Surgery Center of Cloisters Hope Post-Operative Recovery Facility, and the Epicenter Skincare and Laser Center.
Now, Dr. Jejurikar received his medical degree from the University of Michigan Medical School and has been in practice for more than 20 years, and he also has the most incredible podcast name that I've ever heard. So, we'll talk more about that. And he also is very involved with Smile Bangladesh, so, we'll talk more about that.
Dr. J, thank you for coming on and welcome to Beauty and the Biz to discuss on the topic of being in solo practice within a group practice
Sam Jejurikar, MD: Thanks so, much for having

Let’s face it. Times have changed. 
It’s way too competitive to be mediocre. It’s also way too costly to attract new patients so you can’t afford to lose them. 
I know you’re painfully aware of how difficult it’s gotten to convert prospective patients due to the insane amount of competition and information available.
This creates confusion and fickle prospective patients who know if
they don’t like their experience with you, they can always call one of your many competitors. 
However, this is actually an opportunity for you to step up and be better than your competitors, so they choose you.
But here’s the harsh reality…
It’s not enough to have a gorgeous expensive website do all the heavy lifting for you.
It’s also not enough to automate everything (even though that would be great). Chatboxes, Auto-responders, follow up funnels and artificial intelligence are helpful, for sure, but they have their own limitations.
Remember you are in the people business. People with credit cards who want to look good and feel great. People with emotions such as skepticism, fear, hope, trust or distrust.
These people who are using their own disposable income want customer service. They want to feel heard and significant. They want to know you care.
Chatboxes and autoresponders do not give them those warm, fuzzy feelings. People do.
So, in this podcast, I’m going to show you how to convert more cosmetic patients without spending more on advertising or hiring more staff or adding more technology.

Problem Let’s first start with this question...
If you were to listen in on new caller leads your receptionist was handling, would you smile with satisfaction listening to her professionally credential you and book the consultation or….would you cringe hearing her lose the callers and hurt your image all at the same time?
When you ask your receptionist about it, don’t they often say the callers were just price shoppers and weren’t serious about moving forward?
And, Does  this sound familiar:
You do a string of consultations that you “thought” went well.
The prospective patients you met with were engaged and interacting with you.
You were sure many of them would book.
However, when you ask your coordinator how the consultations went, she tells you:
"Oh, they had to think about it." "They were going on other consults." "They had to check their schedule." "They have to save up." So now you’re either questioning yourself or your staff or the patients.
Is it something you said or did?
Is it something your staff said or did?
Are patients today ridiculous and you’re ready to throw in the towel?
It’s so deflating putting in so much time and effort, only to NOT get the result you expected.
So now you decide to either spent even more on advertising to get more leads or you fire your staff or you do nothing and hope next month is better.
Instead, here are some insights that should help:
Agitate I have trained hundreds of receptionists and coordinators from around the world and here’s what I know for sure:
Every practice has money-losing holes in their practice bucket (some practices have more than others) and the most common are disappointing conversion rates.
And, even the most seasoned staff could use improvement. Actually, the seasoned staff has been around for the good times, when it was a lot easier to convert callers and consults so they may have trouble adjusting to this increasingly competitive landscape where they need to learn new skills and strategies to keep up.
Frankly, too often the staff is winging it. They just say whatever comes to mind and that leads to them talking too much and confusing the patient and a confused patient is a no so that’s not a good approach.
Because it’s astonishing to discover the reality of lost revenues leaking out of your practice that add up big time.
For example, if your receptionist loses 1 caller per day that was worth $2K

Hello, and welcome to Beauty and the Biz where we talk about the business and marketing side of plastic surgery, and the future of cosmetic surgery.
I’m your host, Catherine Maley, author of Your Aesthetic Practice – What your patients are saying, as well as consultant to plastic surgeons, to get them more patients, more profits and stellar reputations. Now, today’s episode is called "The Future of Cosmetic Surgery — with Erik J. Nuveen, MD, DMD".
While speaking at this year’s AACS conference, I heard a surgeon give a talk called “The Future of Cosmetic & Plastic Surgery: Consolidation and Success”.
He was saying how difficult it is for a new surgeon, oftentimes saddled with up to $500K in loans, to borrow more money to open their own practice or buy into someone else’s, when they enter the marketplace. 
He went on to talk about new hybrid scenarios that work well for the up-and-coming surgeon looking for autonomy and support, as well as the mature surgeon contemplating a profitable exit. 

Since this is a hot topic lately, this Beauty and the Biz episode is an interview I did with that speaker. It’s Dr. Erik Nuveen, a cosmetic surgeon running a multi-surgeon, 10,000 square foot private practice located in Oklahoma, OK; which is embracing the future of cosmetic surgery.
We talked about how he bought someone else’s practice (with a shoddy reputation) and built it into an 8-figure practice, while performing 2,240 surgeries per year. 
And, how Dr. Nuveen is using the art of consolidation to reduce redundancy and change the landscape of solo cosmetic practices.
Visit Dr. Nuveen's' website P.S. Want Catherine’s book for free? Just leave us a review, text (415) 851-0172 and her book is on the way!

📲 If you’re thinking about making a change and could use a different perspective, let’s talk. Schedule a Free 30-Minute strategy call with me at: https://www.catherinemaley.com/apply/
✔️ STAY UPDATED!
Website: https://bit.ly/31O4DHp Blog: https://bit.ly/31HmEHx Podcast: https://bit.ly/3DMIHJN Videocast: https://bit.ly/3DNLjXL Apple Podcasts: https://apple.co/3pGyY2o 🤝 LET'S CONNECT! 🤝
Instagram: https://bit.ly/3GynMvz Facebook: https://bit.ly/3IJxL35 Twitter: https://bit.ly/3GxJUGy LinkedIn: https://bit.ly/3lWoYRM  
Transcript:
The Future of Cosmetic Surgery — with Erik J. Nuveen, MD, DMD Catherine Maley, MBA: Hello, and welcome to Beauty and a Biz where we talk about the business and marketing side of plastic surgery and the future of cosmetic surgery. I'm your host, Catherine Maley, author of "Your Aesthetic Practice, what your patients are saying", as well as consultant to plastic surgeons to get them more patients and more profits. I have a really special guest today.
His name is Dr. Erik Nuveen. Now, he's a cosmetic surgeon, who is embracing the future of cosmetic surgery, in a multi-surgeon, 10,000 square foot private practice called Cosmetic Surgery Affiliates, and it's located in Oklahoma City, Oklahoma, which I've actually had a chance to visit this year for the first time in my life, and it was really nice.
So, this eight- figure, practice, which is embracing the future of cosmetic surgery, includes face, breast, and body surgical procedures performed by four surgeons in their two onsite operating rooms, which are fully accredited and AAAHC certified. Now, they also offer a plethora of nonsurgical treatments performed by many ancillary staff in their med spa, as well as online store that carries their own skincare line.
Now Dr. Nuveen and I crossed paths very recently. We were at the American Academy of Cosmetic Surgeons annual meeting in San Diego and Dr. Nuveen we were in the practice management session and after I spoke, then I listened to Dr. Nuveen's talk and his was entitled, "The Future of Cosmetic and Plastic Surgery: Consolidation and Success". So, this happens to be a really hot topic lately, so, I wanted to get his take on it because he's ve

Hello, and welcome to Beauty and the Biz where we talk about the business and marketing side of plastic surgery, and how Dr. Kontis is the 2nd female president of AAFPRS.
I’m your host, Catherine Maley, author of Your Aesthetic Practice – What your patients are saying, as well as consultant to plastic surgeons, to get them more patients, more profits and stellar reputations. Now, today’s episode is called "2nd Female President of AAFPRS — with Theda C. Kontis, MD".
I had the privilege to interview Dr. Theda Kontis, a facial plastic & reconstructive surgeon in a private, multi-surgeon practice in Baltimore, MD.

Dr. Kontis has been very active in the American Academy of Facial Plastic and Reconstructive Surgery for the past 30 years and was recently elected to serve as the AAFPRS president, making her the 2nd women to hold that title. 
We talked about her vision for the Academy under her presidency and the challenge of juggling her duties there, while also managing a big practice with multiple surgeons and lots of staff. 
She also shared her opinions on private equity, the change she has noticed in cosmetic patients’ attitudes, as well as staff tips to keep turnover at bay.
Visit Dr. Kontis' website P.S. Please review!

📲 P.S. If you’re thinking about making a change and could use a different perspective, let’s talk. Schedule a Free 30-Minute strategy call with me at: https://www.catherinemaley.com/apply/
✔️ STAY UPDATED!
Website: https://bit.ly/31O4DHp Blog: https://bit.ly/31HmEHx Podcast: https://bit.ly/3DMIHJN Videocast: https://bit.ly/3DNLjXL Apple Podcasts: https://apple.co/3pGyY2o 🤝 LET'S CONNECT! 🤝
Instagram: https://bit.ly/3GynMvz Facebook: https://bit.ly/3IJxL35 Twitter: https://bit.ly/3GxJUGy LinkedIn: https://bit.ly/3lWoYRM  
Transcript:
2nd Female President of AAFPRS — with Theda C. Kontis, MD Catherine Maley, MBA: Hello, welcome to Beauty and the Biz, where we talk about the business and marketing side of plastic surgery and how Dr. Kontis is the 2nd female President of AAFPRS. I'm your host, Catherine Maley, author of "Your aesthetic practice, which your patients are saying", as well as consultant to plastic surgeons, to get them more patients and more profits. Now, I'm very excited about today's guest.
It's Dr. Theda Kontis, who is the 2nd female President of AAFPRS. She's a facial plastic and reconstructive surgeon in a private multi-surgeon practice in Baltimore, Maryland, and the name of the practice is The Aesthetic Center at Woodholme. Now, Dr. Kontis completed her residency and fellowship. At Johns Hopkins and is currently an associate professor there as well.
Now, her bestselling textbook, "Cosmetic injection techniques", is in its second edition and has been translated into five foreign languages. She's also authored numerous, and I repeat, numerous research and review articles, book chapters, editorials, as well as conducts research clinical trials. Now, Dr. Kontis has been very active in the American Academy of Facial Plastic and Reconstructive Surgery for the past 30 years, and was recently elected to serve as the AAFPRS President, making her only the second woman to hold that title.
Dr. Kontis, welcome to Beauty and the Biz, and congratulations on being the 2nd female President of AAFPRS.
Theda C. Kontis, MD: Thank you so, much Catherine, and thank you for inviting me. It's quite an honor.
Catherine Maley, MBA: Absolutely. Let's just talk about that for a minute, because I didn't realize you were the president right this minute. I thought it was you were still president and elect.
I'm sorry. So, how busy are you juggling that plus your practice, plus your family? How's it going? How does this relate to you being the 2nd female President of AAFPRS?
Theda C. Kontis, MD: Well, I never could have done it if I had little children, but luckily my daughter's all grown and in medical school. So, it's, it's quite a challenge. It takes a lot more

Hello, and welcome to Beauty and the Biz where we talk about the business and marketing side of plastic surgery and how to Dr. Katz has 50 lasers and devices.
I’m your host, Catherine Maley, author of Your Aesthetic Practice – What your patients are saying, as well as consultant to plastic surgeons, to get them more patients, more profits and stellar reputations. Now, today’s episode is called "50 Lasers and Devices — with Bruce Katz, MD".
Non-surgical rejuvenation is a big deal.
The global non-invasive aesthetic treatment market size was valued at 61.2 billion in 2022 and is projected to expand at a compound annual growth rate  of 15.40% from 2023 to 2030. (Resource:  Grandviewresearch.com)
And, the most popular non-surgical procedures are Botox, Fillers, Fat Reduction, Skin Tightening, Skin Care Treatments.
So, I thought it would be interesting to have Dr. Bruce Katz, MD on the Beauty and the Biz podcast.

Dr. Katz is a board-certified dermatologist who practices dermatology, cosmetic, and laser surgery in Manhattan, Queens and worldwide.
Dr. Katz is a leading innovator and researcher performing clinical trials on advanced laser technology, cosmetic surgery, body contouring & dermatology.
We talked about the plethora of non-SX technologies entering the marketplace and what else is coming down the pike. Very exciting!
He also had great advice for those buying technology, so you actually make money from it (that was promised from the salesperson) ;-)
Visit Dr. Katz's website P.S. Please review!

📲 P.S. If you’re thinking about making a change and could use a different perspective, let’s talk. Schedule a Free 30-Minute strategy call with me at: https://www.catherinemaley.com/apply/
✔️ STAY UPDATED!
Website: https://bit.ly/31O4DHp Blog: https://bit.ly/31HmEHx Podcast: https://bit.ly/3DMIHJN Videocast: https://bit.ly/3DNLjXL Apple Podcasts: https://apple.co/3pGyY2o 🤝 LET'S CONNECT! 🤝
Instagram: https://bit.ly/3GynMvz Facebook: https://bit.ly/3IJxL35 Twitter: https://bit.ly/3GxJUGy LinkedIn: https://bit.ly/3lWoYRM  
Transcript:
50 Lasers and Devices — with Bruce Katz, MD Catherine Maley, MBA: Hello everyone and welcome to Beauty and the Biz, where we talk about the business and marketing side of plastic surgery, and how Dr. Katz has 50 lasers and devices. I'm your host, Catherine Maley, author of "Your Aesthetic Practice — What your patients are saying", as well as consultant to plastic surgeons to get them more patients and more profits.
Now, I have a very special guest today because he's not a plastic surgeon, but he is a dermatologist and has experience with 50 lasers and devices. And it's Dr. Bruce Katz. He's a board- certified dermatologist who practices dermatology, cosmetic and laser surgery in Manhattan, Queens, as well as worldwide. Now, Dr. Katz is a leading innovator of advanced laser technology cosmetic surgery.
Body contouring, research and dermatology. He has more than 50 lasers and devices and has been treating more than 95k patients for their aesthetic needs. That's a lot. Dr. Katz is the director of the Juva Skin and Laser Center, and also the Juva Foundation Research Center that has been performing clinical studies for more than 20 years.
As a matter of fact, they have participated in over 70 studies. Dr. Katz, welcome to Beauty and the Biz.
Bruce Katz, MD: Thank you Catherine. Pleasure to be here. Thank you.
Catherine Maley, MBA: So, would you just start us off by telling us describe your practice practices and the services you provide? How did this impact your expertise and procurement of 50 lasers and devices?
Bruce Katz, MD: Well, you know, we're a cosmetic dermatology practice and we do a lot of fillers, toxins, a lot of laser work, body contouring work.
I was one who introduced Smart Lipo here in this country about 20 years ago now. And you know, we also do a lot of clinical research on all kinds of different technologies, whether it's la