You know what you want a client to understand about your practice. Does the person answering your phone have the words to explain it? In this episode of Laser Secrets, Jamie Thayer looks at a leadership opportunity that can easily get overlooked: taking the vision in the owner's head and giving the whole team a clear, practical way to communicate it. Jamie shares how short elevator pitches can help team members explain consultations, describe treatments, answer pricing questions, and guide someone toward an appropriate next step. Drawing on examples from Glow Laser Aesthetics, she walks through a simple framework: what it is, why it matters, and what happens next. The process starts with listening to your team. Ask everyone how they would answer the same client question, compare their responses, and build the essential message together. From there, each person can practice delivering it naturally, bringing their own warmth, reassurance, and personality to the conversation. Jamie also discusses why clients ask about price, how sharing an accurate pricing range can help someone decide whether to explore a service, and which supporting facts your team needs close at hand. Appointment length, preparation, current pricing, and questions that require a provider's input all belong alongside the core explanation. You'll hear how to adapt the same message for calls, texts, direct messages, and emails, practice with different inquiry situations, and build a shared guide that supports experienced staff and gives new team members a clearer starting point. Try This at Your Next Team Meeting Choose one treatment and three common inquiry situations. Have each team member write an answer before discussing it together. Agree on the essential information, practice responding aloud, and add the approved language to a shared guide. Use it during the week, bring back the questions that came up, and refine it at the following meeting. Then move on to another service. Featured Resource: ROI Academy™ ROI Academy™ is Jamie's Provider Success Ecosystem™ for Zerona, Emerald, CLX, and other aesthetic, wellness, chiropractic, body contouring, and medical spa providers who want practical help putting their ideas to work. A device purchase and its initial training are only the beginning. Providers still need ways to attract clients, guide consultations, communicate value, train their teams, follow up, earn referrals, and market consistently. ROI Academy™ brings those parts of the business together so a promising treatment can become a service the whole practice knows how to deliver and support. Members can access training systems, implementation tools, marketing resources, templates, standard operating procedures, leadership education, monthly resources, Ask Jamie AI™, and the Marketing Machine™. This is where device training ends and the work of building the business around it begins. Explore ROI Academy™: https://lasersecrets.mykajabi.com/offers/vYb2Ur5m/checkout November Academy Focus Jamie previews an expansion of the Front Desk Revenue Systems lessons covering no-show prevention and recovery, rebooking, and retention. Members can use the downloads as starting points and work with Ask Jamie AI™ to develop and practice language for their own teams. Explore Erchonia Learn more about Erchonia's laser technologies, provider education, and resources for incorporating laser services into your practice: https://www.erchonia.com/ Join the Laser Secrets Community Instagram: https://www.instagram.com/laser_secrets_coaching?utm_source=qr Facebook community: https://www.facebook.com/share/g/1PEADwRdcZ/?mibextid=wwXIfr All links and resources: https://linktr.ee/lasersecrets Produced by Brand|Sound Podcasts Laser Secrets is produced by Brand|Sound Podcasts. From editing and mixing to artwork, descriptions, and ongoing show production, Brand|Sound helps hosts bring their conversations to listeners. Learn more: https://voiceover.work/brandsound Start your podcast journey: brandsoundpodcasts@gmail.com Chapters 00:00 Opening 00:57 Giving your team the words to share your vision 02:31 What a consultation invitation can sound like 03:23 Keeping the message consistent and the delivery personal 04:32 Start with a question your team hears every day 05:25 What it is, why it matters, and what happens next 06:30 Connecting a treatment to the client's concern 07:41 Preparing for different client situations 08:14 Answering pricing questions with clarity 09:08 Practicing across calls, texts, DMs, and emails 10:22 Building the language with your team 10:54 Creating a shared guide that stays current 11:39 One treatment, three situations: your next team meeting 12:11 ROI Academy's front desk systems and November focus
