Resources:

• Visit Terri Ross Consulting: terrirossconsulting.com

• Join the Business and Sales Mastery Mentorship: https://www.patreon.com/TerriRossConsulting

About Terri Ross:

Terri Ross is a renowned expert in the aesthetic industry, admired for her extensive knowledge and expertise in sales training, strategic growth, and business consultancy. As an author and international speaker, Terri has carved a niche for herself as the premier consultant, helping aesthetic practices optimize their business operations and maximize their profitability. With a steadfast commitment to excellence, she leads her company, Terri Ross Consulting, where she offers specialized mentorship and training programs.

Episode Summary:

In this dynamic episode of "In Touch with Terri," Terri Ross explores the critical strategies aesthetic practices can leverage to boost profitability and close out the year successfully. Captivating and insightful, this episode equips industry professionals with actionable steps to enhance their business efficiency and financial performance. Ross emphasizes the urgency of taking decisive actions, urging listeners to seize the opportunity to drive their practice toward excellence.

The episode elaborates on three key strategies pivotal for elevating profitability before the year ends: financial preparedness, maximizing holiday revenue opportunities, and strategic goal setting. Financial preparedness involves reconciling accounts, evaluating pricing, and forecasting for the upcoming year to ensure practices are financially stable and poised for growth. By optimizing holiday promotions and utilizing the increased consumer interest during the holidays, practices can capitalize on revenue opportunities without resorting to extensive discounting. Furthermore, Ross highlights the importance of setting strategic, measurable, and actionable goals to fuel business growth and maintain high performance.

Key Takeaways:

• Financial Preparedness: Terri stresses the importance of reconciling accounts and reviewing financials to build a robust budget and forecast, ensuring profitability and informed decision-making for 2025.

• Optimizing Holiday Revenue: Explore strategies for enhancing holiday promotions and pre-paid packages to leverage increased consumer demand during the festive season.

• Strategic Goal Setting: Establishing specific, measurable, achievable, relevant, and time-bound goals is crucial for advancing practice profitability and operational effectiveness.

• Reflect on Performance: Regular evaluation of wins and losses allows practices to refine operations and sustain growth.

• Empowerment through Learning: Invest in mentorship and training to boost confidence and foster a culture of continuous improvement within the practice.

Notable Quotes:

1. "Do not wait, because there's never going to be a right time; start today."

2. "Practices that forecast as a whole and by provider and by service category have 30% faster revenue growth year over year."

3. "Someone needs to be the most expensive. Why not let it be you?"

4. "Just because there's money in the bank doesn't mean you're being profitable."

5. "My ask of you is out of these three things with subcomponents underneath them, by the way, whatever resonated with you the most, please pick one or two things that you can attack tomorrow."

• "Someone needs to be the most expensive. Why not let it be you?"

Tune in to the full episode to dive deeper into these strategic insights and unlock the potential of your aesthetic practice. Stay updated with Terri Ross for more empowering discussions aimed at transforming your business productivity and success.

Ready to take your practice to the next level? Visit terrirossconsulting.com to learn more about how Terri can help you grow your business, increase profitability, and achieve long-term success.

Terri Ross is a distinguished key opinion leader in the medical aesthetics industry. With a wealth of experience as a keynote and international speaker, trainer, and growth consultant, Terri is renowned globally for her expertise in helping aesthetic practices grow and thrive. She is the founder and CEO of Terri Ross Consulting, where she provides strategic insights and actionable recommendations to empower medical and aesthetic practices to achieve exceptional results. Her industry knowledge and commitment to excellence make her a highly sought-after consultant and speaker worldwide.

Episode Summary:

In this insightful episode, Terri Ross returns to the podcast with a powerful message for medical aesthetics professionals. After a brief hiatus, she addresses the pressing concerns of the industry, which is currently experiencing a downturn of around 22%. With her usual candor and expertise, Terri shares five proven strategies to help aesthetic practices boost revenue as they approach the end of 2024.

Throughout the episode, Terri emphasizes the importance of adopting innovative strategies such as charging consultation fees to establish value, developing robust membership and loyalty programs, optimizing retail sales, and investing in consistent staff training. She also highlights the significance of leveraging social proof through patient reviews and testimonials to build trust and attract new clients. With actionable insights backed by industry statistics, Terri provides aesthetic professionals with a roadmap to navigate the challenges they face, enhance their services, and secure long-term growth.

Key Takeaways:

• Implementing consultation fees can lead to higher conversion rates and demonstrate the value of your expertise.

• Loyalty programs and memberships can foster client retention and create predictable revenue streams.

• Optimizing retail sales is crucial, with medical-grade products enhancing treatment outcomes and increasing profitability.

• Regular staff training boosts revenue and ensures every team member contributes to the practice’s success.

• Leveraging social proof through patient reviews significantly impacts new patient attraction and retention.

Resources:

• Terri Ross Consulting: Terri Ross Consulting

• Book mentioned: “Someone Has to Be the Most Expensive, Why Not Let it Be You?”

 

Ready to take your practice to the next level? Visit terrirossconsulting.com to learn more about how Terri can help you grow your business, increase profitability, and achieve long-term success.

About Terri's Guest, Trixy Castro Trixy Castro is a trailblazing force in the real estate and finance industries. As a first-generation American and self-made entrepreneur, she has redefined private lending and real estate disposition. Trixy founded Genesis Capital, driving an innovative approach that led to its acquisition by Goldman Sachs in 2018. She also established Genesis Auctions, which was later acquired by Fidelity National Title. Currently, Trixy leads TRX Capital and has investments in over 50 companies, earning accolades like being named one of the most influential women in real estate by HousingWire.

Episode Summary:

In this episode of In Touch with Terri, Terri Ross welcomes Trixy Castro to discuss the powerful role of women in business and leadership. Trixy shares her incredible journey from humble beginnings to becoming a leading figure in real estate and finance. With insights into overcoming challenges, mindset transformation, and practical strategies for success, this episode is a goldmine for entrepreneurs looking to scale their ventures.

Through compelling storytelling, Trixy details her background, the inspiration behind her business ventures, and the tenacity that fueled her success. She shares her formative experiences, emphasizing the importance of exposure to new opportunities and learning about money management. The conversation pivots to key leadership skills and how women can support one another to thrive in traditionally male-dominated industries, presenting a roadmap for achieving remarkable success.

Key Takeaways:

• Start with Genuine Passion: Trixy’s lifelong drive to make a significant impact in real estate began with her experiences and aspirations as a child.

• Leverage and Growth: Understanding and utilizing leverage correctly can exponentially increase success, exemplified through Trixy’s model at Genesis Capital.

• Valuing Money Management: The importance of learning about money and investments to ensure business sustainability.

• Support Networks: Surround yourself with like-minded, successful individuals to uplift and inspire each other.

• Leadership and Focus: Women in business should focus on their true passions, seek trusted advisors, and be honest about their goals.

Resources:

• Trixy Castro’s Website

 

Ready to take your practice to the next level? Visit terrirossconsulting.com to learn more about how Terri can help you grow your business, increase profitability, and achieve long-term success.

In this episode of In Touch with Terri, renowned medical aesthetics expert Terri Ross reveals the secrets to keeping patients engaged and loyal through effective marketing strategies. With the aesthetic industry becoming increasingly competitive, it's more important than ever to view marketing as a strategic investment rather than just an expense. Terri shares eight essential strategies that every aesthetic practice should implement to drive sustainable growth, increase profitability, and build lasting patient relationships.

Discover how to align your marketing efforts with high-ROI procedures, ensure consistent team training, and leverage data-driven insights to elevate your brand and stand out in the market. Whether you’re a med spa, plastic surgery center, or integrative medicine practice, this episode is packed with actionable tips to help you maximize the impact of your marketing and keep your patients coming back.

Listen now to unlock the keys to effective aesthetic marketing and transform your practice’s marketing into a powerhouse for growth and loyalty!

 

Click Here to Schedule Your Growth Accelerator Call

Terri's Guest: Yvonne Dellos Yvonne Dellos is a highly esteemed figure in the aesthetics industry, known for her innovative contributions and leadership. She is the CEO and Medical Director of the Medical Aesthetic Art Institute (MaAI), which she founded in 2018. With a background in nursing and as a nurse practitioner, Yvonne has built a reputation as a trailblazer in the aesthetic space. Her institute provides leading training programs used by over 750 medical spas. Additionally, she is a Key Opinion Leader (KOL) in the aesthetics industry and a sought-after consultant for brands like Prollenium, Benev, and Merz.

Episode Summary:

Welcome to another episode of “In Touch with Terri,” where host Terri Ross is joined by the dynamic Yvonne Dellos, an influential leader in the aesthetics space. In this engaging episode, Yvonne and Terri delve into the vital aspects of building a successful aesthetic practice, sharing insights from their extensive professional journeys.

Throughout the episode, Yvonne Dellos discusses her unconventional path into aesthetic medicine, transitioning from a hospital setting to founding her highly successful business, Results Medical Aesthetics and Weight Loss, in 2015. Yvonne underscores the importance of strong foundational knowledge, emphasizing the significant gaps in business acumen among many practitioners. She also highlights the necessity of continuous education and mentorship, which laid the groundwork for her Medical Aesthetic Art Institute (MaAI). Listeners will gain valuable insights into common challenges faced by Medspa owners, effective leadership strategies, and the crucial differences between coaching and consulting.

Terri Ross and Yvonne Dellos share powerful narratives about overcoming personal and professional obstacles, pivoting towards philanthropy, and the importance of community and collaboration in the aesthetics industry. The episode also previews the upcoming MaAI conference, promising an intimate, energizing, and educational experience for attendees.

Key Takeaways:

• Foundational Strength: The importance of building a solid foundation in business fundamentals is crucial for long-term success in the aesthetics industry.

• Continuous Learning & Mentorship: Investing in continuous education and having a strong mentor can dramaticallydrastically accelerate professional growth.

• Leadership & Culture: Effective leadership and a strong company culture are essential for maintaining a cohesive and motivated team.

• Coaching vs. Consulting: Understanding the distinct roles of coaching, which focuses on mindset and accountability, versus consulting, which provides tactical business insights.

• Philanthropy & Giving Back: As professionals achieve financial success, shifting focus towards philanthropic efforts can provide a deeper sense of fulfillment and purpose.

Resources:

• MAAI Conference Information: Medical Aesthetic Art Institute

• Yvonne Dellos’ Instagram: Medical Aesthetic Art Institute

• Terri's Website: Terri Ross Consulting Website

• Books Mentioned:

• The Four Agreements by Don Miguel Ruiz

• Start with Why by Simon Sinek

 

In this enlightening episode of "In Touch with Terri," host Terri Ross shares her extensive expertise in the field of medical aesthetics, with over 16 years of experience in Fortune 500 companies and as the founder of Terri Ross Consulting. Terri delves into the crucial role of phone skills in transforming your front desk team into a powerhouse of efficiency and profitability.

She highlights 18 practical tips for enhancing phone communication, from handling price objections to navigating the patient journey seamlessly. By emphasizing continuous training and evaluation, Terri provides a blueprint for practices to boost their conversion rates and overall business success.

Key Takeaways:

• Investment in Training: Continuous training of front desk teams is essential for creating exceptional customer experiences and driving business growth.
• Handling Objections: Effective strategies for confidently navigating price inquiries can significantly boost conversion rates.
• Consistent Communication: Standardizing how your team communicates the practice's unique value proposition ensures consistency and effectiveness.
• Follow-Up Processes: Implementing robust follow-up processes can lead to improved patient engagement and increased revenue.
• KPIs and Evaluation: Regularly monitoring and analyzing key performance indicators (KPIs) helps connect training efforts to business outcomes.

Resources:

• Terri Ross Consulting: terrirossconsulting.com
• Schedule a Discovery Call: api.leadconnectorhq.com/widget/form/i5OJmtQXow3BbQzVGfrn

Ready to take your aesthetic practice to the next level? Start with a Growth Accelerator Call with Terri Ross Consulting. Get started today by visiting https://terrirossconsulting.com

In this enlightening episode of 'In Touch with Terri,' host Terri Ross welcomes Victor Snyders, the entrepreneurial mastermind behind Skin Renewal in South Africa. Victor shares his incredible journey of transforming a small side hustle into a thriving empire of 20 clinics. He discusses the strategic frameworks and business principles that have fueled his success, emphasizing the indispensable value of lifelong learning. This episode dives deep into the nuances of scaling a practice, the importance of a unique selling proposition, and the role of emotional connections in consultations. Victor touches on critical themes such as the significance of defining the 'why,' 'what,' and 'who' in a business, drawing from over two decades of experience. With an impressive roster of topics, including people management, overcoming challenges, and maintaining business cohesiveness, Victor offers a treasure trove of insights that are essential for anyone looking to scale their aesthetic practice. As he states, "Don't ever be afraid to be wrong, to ask for help, or to say you don't know." Discover how Victor’s commitment to fostering a strong organizational culture has led to impressive employee retention, and why investing in your people is paramount. This episode is not just a business case study but a masterclass in turning challenges into scaling opportunities, making it a must-listen for industry professionals.

Key Takeaways:

• Foundation Principles: Understand your business's ‘why,’ ‘what,’ and ‘who’ to create a strong foundation for growth.
• Unique Selling Proposition (USP): Determine what sets your business apart to achieve sustainable competitive advantage.
• Employee Investment: Treat your employees as your greatest asset and invest in their growth and development.
• Consultation Excellence: Shift the consultation focus to emotional connections to better serve and retain clients.
• Lifelong Learning: Stay open to new knowledge and don't shy away from seeking advice or acknowledging gaps in your expertise.

Notable Quotes:

• "We had to employ staff. We had no idea what kind of staff to employ. We really… decided to take off in an airplane, but the airplane didn't have wings."
• "Your single biggest asset in your business is not your equipment, it's not your patients, it's not your locations, it's not your brand, it's your people."
• "Don't ever be afraid to be wrong. Don't ever be afraid to ask for help, and don't ever be afraid to say, I don't know."
• "We decided that we would do everything in-house, and we focused on developing skills from people who understood our culture."
• "Investing in your people comes with a huge responsibility, but it's essential for growth and success in your business."

Resources:

Guest's Company: Skin Renewal South Africa https://www.skinrenewal.co.za

Books Mentioned: - 'Start With Why' by Simon Sinek - 'Blink' by Malcolm Gladwell Conferences Referenced: - Aesthetic Medicine World Congress (AMWC), Monaco - Paris MCAS - The Aesthetic Show, Las Vegas Business Tools: Zenoti software

 

Terri Ross welcomes special guest Dr. Johnny Franco to dive deep into a hot topic in aesthetic medicine: the integration of weight loss and wellness into med spas, a field where Dr. Franco has notably excelled. As a key opinion leader and expert plastic surgeon, Dr. Franco brings his extensive knowledge and successful experience, sharing how he has incorporated wellness, specifically weight loss programs, into his practice, transforming it substantially.

In this episode, listeners will learn about the transformative journey Dr. Franco experienced personally and professionally by incorporating weight loss solutions like GLP medications into his plastic surgery practice. The discussion covers the broader implications of this integration on patient satisfaction and business profitability, highlighting the trends in the aesthetic industry. Key insights are provided on the practical aspects and strategies for successfully implementing such programs in a med spa. Their conversation also previews an exciting collaboration between Terri Ross Consulting and Dr. Franco's initiative to help other practices replicate his success, showing how these changes can revolutionize the aesthetic medicine landscape.

Key Takeaways:

• Personal and Professional Integration: Dr. Franco shares his personal weight loss journey using GLP medications, which spurred his commitment to integrate weight loss and wellness into his practice.
• Strategic Implementation: Key strategies for incorporating weight loss programs include ensuring legal compliance, effective team education, and developing comprehensive treatment plans.
• Comprehensive Approach: Successful practices must dedicate effort, time, and resources to make wellness programs thrive, emphasizing the importance of a patient-focused consultation process.
• Innovative Programs: Dr. Franco's program, "Scaling Skinny to Sculpting," offers downloadable resources, educational videos, and customizable treatment plans to guide other practices in implementing similar solutions.
• Collaborative Growth: The collaboration between Dr. Franco and Terri Ross aims to provide extensive training and support for aesthetic practices, helping them grow by integrating wellness programs and optimizing patient care protocols.

Resources:

• Dr. Johnny Franco Instagram
• Austin Plastic Surgery
• Scaling Skinny to Sculpting Program
• Terri Ross Consulting
• Plastic Surgery Untold Podcast

 

About the Guest(s):

Jeremy Lessaris: Jeremy Lessaris is a seasoned serial entrepreneur, investor, and former global marketing and communications executive. He is the founder and CEO of Payment Brokers, which is now Verifee, a fintech company leveraging AI to reduce costs. With over two decades of entrepreneurial experience, Jeremy has founded and led eight companies to successful exits. His vast expertise spans across SaaS, payments, and healthcare, and he has the distinct honor of ringing the bell at Nasdaq. Jeremy's insightful approach to business and dedication to helping small and medium-sized enterprises make him a revered figure in the industry.

Episode Summary:

In this episode of "In Touch with Terri" host Terri Ross dives deep into the intricacies of credit card processing fees with Jeremy Lessaris, founder and CEO of Payment Brokers, now Verifee. The conversation focuses on how aesthetic practices can significantly reduce their credit card processing fees without changing their current systems. Jeremy brings his extensive experience in the fintech industry to the table, explaining the various nuances, hidden costs, and the predatory nature of the credit card processing industry.

Jeremy underscores the complexity and intentional obfuscation of credit card statements, sharing how his company, Verifi, uses sophisticated AI and machine learning technologies to help businesses navigate and minimize these costs. The discussion also touches on the unethical pricing strategies adopted by many processing companies and software vendors, and Jeremy provides actionable advice on how businesses can save money immediately. This episode is a must-listen for practice owners seeking to optimize their financial operations and boost profitability.

Key Takeaways:

• Understanding Hidden Fees in Credit Card Processing: Jeremy explains the complicated fee structures and hidden costs that processors and banks impose on businesses.
• AI and Machine Learning in Cost Reduction: Verifi uses advanced technology to analyze and reduce credit card processing fees for businesses without requiring system changes.
• The Impact of Predatory Pricing: Jeremy shares insights into how some software vendors exploit their clients by embedding excessive fees into their contracts.
• Actionable Steps for Immediate Savings: Practical tips, like eliminating paper statement fees, and leveraging Verifi’s resources to ensure you are not overpaying on processing fees.
• Partnering for Better Outcomes: The importance of partnerships in identifying and rectifying excessive charges and ensuring ongoing savings.

Resources:

• Schedule a Discovery Call with Terri Ross Consulting: https://api.leadconnectorhq.com/widget/form/i5OJmtQXow3BbQzVGfrn

• Verifee Website: Payment Brokers

Terri Ross is a renowned consultant specializing in the business side of aesthetics. With over 20 years in aesthetic medicine, Terri has an impressive portfolio that ranges from leading sales teams in Fortune 500 companies to owning a medical spa and starting a SAS platform. She has proven her expertise by consulting for twelve years, writing training courses, and dedicating her career to helping businesses grow, scale, and sell. Notably, Terri emphasizes her strength in sales training and working with businesses to achieve their full potential.

Episode Summary:

In this insightful episode of the podcast, Terri Ross of Terri Ross Consulting addresses the critical mistakes commonly made by aesthetic practice owners and providers, focusing on the business aspects that often go overlooked in this crowded and competitive industry. She shares her wealth of knowledge and experience to guide listeners through the intricacies of running a successful practice.

Terri dives into the importance of not attempting to tackle every challenge alone and the vital need for tracking, systems, and consistency in business operations. She emphasizes that being busy shouldn't be confused with being profitable and that investing in expertise and proper resources can lead to substantial growth and financial freedom. By bringing attention to common pitfalls like price matching and succumbing to the allure of the "shiny new object," Terri provides clear solutions to enhance the business acumen of those in the aesthetic space.

Key Takeaways:

• Don't Do It Alone: Outsourcing to experts can save time, money, and improve sustainability, especially during growth.

• Data-Driven Decisions: Tracking KPIs and benchmarks is essential for understanding profitability versus just being busy.

• Consistency is Critical: A consistent approach to marketing and operations builds client trust and brand reliability.

• Avoid Shiny New Object Syndrome: Assess new opportunities critically to ensure they align with your business goals and financial capacity.

• Training Elevates Teams: Ongoing team training translates into better service, sales, and overall practice success.

Notable Quotes:

• "Time is our only non-renewable resource, right? We only have 24 hours in a day."

• "Busy does not mean that it equals profits. And there's a big difference between being busy and being profitable."

• "Consistency is key... Quality information on a consistent basis is going to help you."

• "Data doesn't lie. It's unemotional, it's factual, it is your compass, it is your navigation system."

• "People will spend 30% more for what they perceive as value."

Resources:

• Terri Ross mentions The Big Leap by Gay Hendricks, particularly the four zones of function within.

• 4S Summit, a sales and business mastery boot camp https://www.4ssummit.com