Talking about money is awkward, right? It’s taboo, it’s uncomfortable, and everyone has unspoken baggage around it. But success in aesthetics requires confidently discussing costs with patients, and being great at it helps you advance your own career.

To help you get over it fast, we’ve invited Janelle Robinson, COO of La Jolla Cosmetic Surgery Centre, to confront the when, where, and how of talking about money. Find out how Janelle and her team navigate pricing conversations, build trust, and remove the fear factor from sensitive financial discussions for everyone.

In this deep-dive with Janelle, you’ll get *literally* valuable advice for talking about money with patients, including:

• How to answer those pesky “how much is it?” phone calls
• Why you shouldn’t be afraid to publish price ranges online 
• Exactly what to say to confidently discuss pricing and financing with prospective patients 
• What to do when a patient’s financing application is denied 

If you’re hoping to grow yourself and your aesthetic practice, mastering these communication skills is more crucial than ever  – and this episode will be your best-kept secret weapon.  

GUEST

Janelle Robinson, Chief Operating Officer at LJCSC

Janelle keeps things running smoothly at La Jolla Cosmetic Surgery Centre. She's in charge of the day-to-day operations, from handling patient financing to making sure everything is in place for patients to receive top-notch care.

Learn more about Janelle and connect with Janelle on LinkedIn, or hear her on the La Jolla Cosmetic Podcast talking directly to patients about financing 

SHE DID WHAT?
Got a wild customer service story or a sticky patient situation to share? If your tale makes it into our "She did what?" segment, we'll send a thank you gift you'll actually love. Promise, no cheap swag here. Send us a message or voicemail at practicelandpodcast.com.

SUBSCRIBE
Are you one of us? Subscribe for new episode notifications and more at practicelandpodcast.com. 

HOSTS

Blake Lucas, Senior Director of Customer Experience at PatientFi

Blake Lucas is all about creating great customer experiences and making things easier for both businesses and their clients. As Senior Director of Customer Experience at PatientFi, he helps medical practices offer seamless financing options to their patients. With a background in training, account management, and leadership, he’s passionate about motivating teams and improving processes. When he’s not working, he’s busy being a proud dad to his twin boys, finding joy in the everyday chaos of fatherhood.

Learn more about PatientFi

Andrea Watkins, VP of Practice Growth at Studio III Marketing

Andrea Watkins, Vice President of Practice Growth at Studio 3, coaches plastic surgery and aesthetics teams on patient acquisition, lead management, and practice efficiency to drive measurable growth. Formerly COO of a multi-million-dollar practice that nearly tripled revenue under her leadership, she now partners with over 100 practices nationwide—helping them capture and analyze data, streamline consultations and booking, and align staff training with business goals. With a directive yet approachable, non-salesy style, Andrea turns data into action, empowering practices to boost conversions, maximize marketing, and elevate the patient experience in a competitive market.


Learn more about Studio III Marketing

Co-hosts: Andrea Watkins & Blake Lucas
Producer: Eva Sheie @ The Axis
Assistant Producers: Mary Ellen Clarkson & Hannah Burkhart
Engineering: Aron Devereaux
Theme music: Full Time Job, Mindme
Cover Art: Dan Childs

Practiceland is a production of The Axis: theaxis.io