Host: Alison Werner
Guest: Terri Ross, Practice Management Expert

Episode Overview:

In the fifth and final episode of our podcast series on growth strategies for medical aesthetic practices, Alison Werner and Terri Ross wrap up the series with a deep dive into accountability. After exploring the key strategies for growth—from business fundamentals and weight loss services to wellness offerings and AI integration—this episode ties everything together by focusing on the critical role accountability plays in achieving sustainable success.

Terri provides actionable advice on how practice owners can hold themselves and their teams accountable, set clear expectations, and align their business goals with their personal aspirations. This episode highlights the importance of intentional decision-making and offers practical steps to build a thriving, resilient practice.

What You’ll Learn:

• The Power of Accountability:
  Why holding yourself and your team accountable leads to better performance, increased profits, and improved retention.
• Key Steps for Practice Owners:
  How to balance your roles as a clinician, business owner, and leader by setting clear expectations and identifying essential traits for each team role.
• Team Accountability Strategies:
  Practical tools like morning huddles, monthly meetings, and performance reviews to ensure staff stay aligned with practice goals.
• Self-Reflection for Owners:
  How practice owners can evaluate their leadership style and seek mentorship or coaching to enhance their business acumen.
• Aligning Business with Personal Goals:
  How to ensure your practice growth supports the lifestyle and legacy you envision for yourself and your family.

Series Recap:

• Episode 1: State of the Industry – Understanding business fundamentals and the need for training.
• Episode 2: Harnessing the Weight Loss Craze – Turning a Trend into Long-Term Growth – Building long-term patient relationships through strategic weight loss programs.
• Episode 3: Integrating Wellness – Expanding Growth Opportunities Beyond Surgery – Expanding into holistic care to meet patient demand and drive retention.
• Episode 4: Embracing Artificial Intelligence – Leveraging AI for enhanced diagnostics, efficiency, and patient engagement.
• Episode 5: Accountability and Intentional Growth – Bringing it all together with intentional growth and leadership strategies.

Connect with Terri Ross:

• Website: Terri Ross Consulting

Stay Connected:

• Visit Us: PlasticSurgeryPractice.com

Host: Alison Werner
Guest: Terri Ross, Practice Management Expert

Episode Overview:

In the fourth episode of our podcast series on growth pathways for medical aesthetic practices, Alison Werner and Terri Ross explore the transformative role of artificial intelligence (AI) in the aesthetics industry. As AI continues to reshape healthcare, aesthetic practices have a growing opportunity to harness this technology to enhance diagnostics, practice management, and patient care.

Terri offers practical insights on how AI can streamline operations, improve patient outcomes, and boost efficiency, while addressing common concerns about AI replacing human roles. Whether you're running a large practice or a small boutique clinic, this episode will guide you on how to take the first steps toward integrating AI and using it to drive growth.

What You’ll Learn:

• The Impact of AI on Aesthetic Practices:
  How AI is projected to grow in healthcare and what that means for the aesthetics industry.
• Key Areas for AI Integration:
  Explore how AI can enhance patient diagnostics, streamline practice management, and personalize patient care.
• Benefits of AI Tools:
  How AI can reduce operational costs, improve efficiency, and create more customized treatment plans.
• Practical Steps for Adoption:
  Where to start if you’re considering AI, including identifying practice weaknesses and selecting the right tools.
• Debunking AI Myths:
  Why AI is designed to augment human skills, not replace providers, and how it can actually make patient care more personal.

Connect with Terri Ross:

• Website: Terri Ross Consulting

Stay Connected:

• Visit Us: PlasticSurgeryPractice.com

Join us next time to discover how accountability ties it all together—ensuring your team, business, and personal goals align for success!

Host: Alison Werner
Guest: Terri Ross, Practice Management Expert

Episode Overview:

In the third episode of our podcast series on growth pathways for medical aesthetic practices, Alison Werner and Terri Ross explore the rising trend of wellness in the aesthetic industry. With patients seeking holistic approaches to health and aesthetics, wellness services are becoming an essential part of practice growth. But what does “wellness” really mean for a plastic surgery practice, and how can practices integrate these services effectively?

Terri breaks down the types of wellness services that can complement surgical procedures, how to tailor offerings based on your specialty, and how these services can enhance patient outcomes, loyalty, and profitability. This episode is packed with actionable insights on embracing wellness to create a comprehensive, patient-centered practice.

What You’ll Learn:

• The Growing Wellness Trend:
  Why patients are increasingly looking for holistic health solutions and how this trend is impacting aesthetic practices.
• Defining Wellness for Your Practice:
  What wellness services can look like for different types of practices – from body-focused services like lymphatic drainage to facial-focused treatments like oxygen therapy.
• How to Get Started:
  Practical steps to integrate wellness offerings based on your practice’s specialty and patient needs.
• The Power of Comprehensive Care:
  How combining wellness services with surgical and non-surgical treatments can lead to better patient outcomes and increased lifetime value.
• Data-Driven Decisions:
  Why you should use patient surveys, practice data, and business assessments to determine the right wellness services for your practice.

Connect with Terri Ross:

• Website: Terri Ross Consulting

Stay Connected:

• Visit Us: PlasticSurgeryPractice.com

In the next episode, we’ll dive into the role of artificial intelligence in the aesthetics industry and how AI can enhance diagnostics, practice management, and patient care.

Host: Alison Werner
Guest: Terri Ross, Practice Management Expert

Episode Overview:

In the second episode of our podcast series on growth pathways for medical aesthetic practices, Alison Werner and Terri Ross explore the booming trend of weight loss services, particularly the rise of Ozempic and similar medications. With weight loss demand skyrocketing, practices have a unique opportunity to integrate these services into their offerings. But the key to success lies in creating a comprehensive program rather than a one-and-done service.

Terri shares her insights on how practices can approach this trend strategically, how to develop ongoing patient relationships, and why a well-thought-out weight loss program can unlock significant growth potential and increase lifetime patient value.

What You’ll Learn:

• The Weight Loss Boom: Why weight loss services, particularly the Ozempic craze, are reshaping the aesthetics industry and why practices should consider embracing this trend.
• Building a Vertical, Not Just a Service: How to integrate weight loss into your practice as a sustainable program that fosters ongoing patient relationships.
• Treatment Plans That Work: The importance of offering comprehensive treatment plans that address patients’ holistic needs, from weight loss to skin tightening and aesthetic procedures.
• Implementation Strategies: Practical advice for introducing weight loss services, including staff training, patient education, and program development.
• Key Metrics to Track: How to measure the success of a weight loss program, including gross profit margins, revenue per hour, and patient conversion rates.

Connect with Terri Ross:

• Website: Terri Ross Consulting

Stay Connected:

• Visit Us: 

Don’t miss our next episode, where we’ll dive into the growing trend of wellness services and how they can enhance your practice’s growth strategy.

Host: Alison Werner
Guest: Terri Ross, Practice Management Expert

Episode Overview:

In the kickoff episode of our special five-part podcast series on growth strategies for medical aesthetic practices, host Alison Werner sits down with Terri Ross, a globally recognized practice management expert, to explore the current state of the medical aesthetics industry. As practices face an increasingly competitive market, Terri shares insights into the challenges and opportunities that lie ahead, particularly in an election year where the industry is experiencing a 17% decline.

Together, they discuss key issues such as the role of private equity, consolidation trends, and the critical importance of business training in driving sustainable growth for aesthetic practices. Terri emphasizes that while clinical excellence is crucial, practices must also embrace the business side of aesthetics to thrive.

What You’ll Learn:

• Current Industry Trends:
  The impact of market conditions, private equity, and consolidation on medical aesthetics practices.
• Business Challenges:
  Why many practices struggle to identify growth opportunities due to gaps in business training and understanding of key benchmarks.
• The Importance of Training:
  How business education, proper benchmarks, and accountability are essential for practice success.
• Metrics to Track:
  Gross profit per procedure and revenue per hour as two critical KPIs to assess and improve practice performance.
• Pathways to Growth:
  An overview of potential strategies and services to explore for sustainable growth and improved patient outcomes.

Connect with Terri Ross:

• Website: Terri Ross Consulting

Stay Connected:

• Visit Us: PlasticSurgeryPractice.com

Don’t miss the upcoming episodes where we’ll dive into specific pathways to growth, including integrating weight loss services, wellness offerings, and the role of AI in your practice.

In this episode of the Plastic Surgery Practice podcast, host Alison Werner interviews Babak Azizzadeh, MD, FACS, a double board-certified facial plastic and reconstructive surgeon and director of the Facial Paralysis Institute in Los Angeles. They discuss the nuances of plastic surgery and aesthetic procedures for younger patients, focusing on rhinoplasty and lip fillers.

Overview of Topic

Azizzadeh elaborates on the increasing demand for aesthetic procedures among younger individuals. He provides insights into the physical and social factors influencing the decision to undergo procedures like rhinoplasty and lip fillers, emphasizing the importance of timing and psychological readiness.

Key Takeaway 1: Considerations for Rhinoplasty in Young Patients

Azizzadeh highlights that rhinoplasty is most popular among teenagers and young adults, typically between the ages of 16 and 24. The physical readiness for surgery depends on the individual's growth and development, with girls often being ready around 15 or 16, and boys a bit later. He stresses the importance of ensuring that the septum and facial growth are complete to avoid stunting facial development.

Key Takeaway 2: The Social Dynamics of Surgery

The social aspects of plastic surgery for minors are complex. Azizzadeh points out that both the patient and their parents must be aligned in their decision-making. Effective communication and mutual agreement are crucial. He also addresses the significant psychosocial impact of nasal deformities, noting that timely intervention can prevent bullying and improve social interactions.

Key Takeaway 3: The Psychological Evaluation Process

Azizzadeh explains that the initial consultation with young patients and their parents is thorough, often lasting up to an hour. During this time, he assesses the psychological readiness and maturity of the patient, as well as the family dynamics. He emphasizes the importance of realistic expectations and continuous evaluation to ensure the suitability of the procedure.

Key Takeaway 4: Timing and Recovery for Surgery

Timing the surgery is critical, with Azizzadeh preferring to schedule procedures early in the summer to allow for ample recovery time. He explains that while the initial recuperation from rhinoplasty is quick, the final results can take longer to manifest, necessitating a more extended recovery period to achieve optimal outcomes.

Key Takeaway 5: Lip Fillers in Younger Patients

Lip fillers are increasingly popular among young adults, particularly those in their 20s, driven by social media influence. Azizzadeh advises a conservative approach, starting with small amounts of filler to achieve a natural look. He warns against overdoing lip fillers, which can result in unnatural appearances and necessitate correction.

Key Takeaway 6: The Impact of Social Media

Social media has profoundly changed the landscape of plastic surgery, making younger patients more informed and opinionated about their desired procedures. Azizzadeh acknowledges the challenge of managing expectations but finds that younger patients are generally open-minded and receptive to professional advice.

Conclusion

Azizzadeh appreciates the enthusiasm and satisfaction of younger patients when procedures are done correctly and conservatively. He emphasizes the importance of education and realistic expectations, ensuring that both physical and psychological factors are considered before proceeding with any aesthetic procedure.

Introduction

In a recent episode of the Plastic Surgery Practice Podcast, hosts Alison Werner and Keri Stephens welcomed Stuart Mohr, Vice President of Marketing and Clinical at Jan Marini Skin Research. The discussion centered around the integration of clinically-backed skincare products to enhance practice procedures, results, and return on investment (ROI).

Stuart Mohr’s Background

Stuart Mohr shared his extensive background in the aesthetics industry, spanning nearly 25 years. Initially a biomedical and electrical engineer designing lasers for ophthalmology and dermatology, Mohr transitioned to marketing after obtaining his MBA. He has been with Jan Marini Skin Research for 15 years, bringing a unique perspective to the intersection of clinical results and business operations in aesthetics.

The Role of Professional Skincare in Aesthetic Practices

Mohr emphasized the importance of incorporating professional skincare into aesthetic practices. He highlighted that while patients visit for specific services like laser treatments or peels, their daily home care regimen significantly impacts the overall results. According to a New Beauty Magazine survey, over 80% of patients desired product recommendations from their practices to achieve better results.

Key Takeaway 1: Integration of Professional Skincare

Practices should recommend clinically proven skincare products to patients for use between office visits. This approach ensures superior results, faster patient satisfaction, and continuous engagement with the practice.

Selecting the Right Skincare Products

When selecting skincare lines, plastic surgeons should prioritize products backed by scientific data and clinical studies. Mohr discussed a non-hydroquinone hyperpigmentation product from Jan Marini Skin Research that outperformed 4% hydroquinone in a split-face study, demonstrating the importance of evidence-based choices.

Key Takeaway 2: Evidence-Based Product Selection

Products should be chosen based on their proven efficacy in delivering results, as demonstrated through rigorous clinical studies.

Enhancing Results and Profitability

Mohr illustrated how combining skincare products with in-office treatments can enhance results and profitability. For example, using home care products in conjunction with laser treatments for rosacea showed statistically significant improvements compared to laser treatments alone. This not only improves patient outcomes but also increases practice profitability.

Key Takeaway 3: Increased Profitability

Integrating professional skincare can double the profitability per hour in practices, with zero added room or staff time.

Maintaining Patient Engagement

To maintain patient engagement, Jan Marini Skin Research offers an e-commerce solution that allows patients to purchase products online. This ensures continuous product availability and ties the patient’s purchases back to the practice, providing ongoing revenue.

Key Takeaway 4: Continuous Engagement and Revenue

Providing an easy way for patients to purchase recommended skincare products online ensures continuous engagement and additional revenue streams for the practice.

Conclusion

The podcast concluded with Mohr highlighting the dual benefits of incorporating professional skincare products: enhanced patient results and increased practice profitability. He encouraged plastic surgeons to select skincare lines based on scientific evidence and to leverage these products to build stronger, longer-lasting relationships with their patients.

Stuart Mohr's insights offer a roadmap for aesthetic practices aiming to optimize both clinical outcomes and business success through the strategic use of professional skincare products.

In this episode, Dr Gregory Keller, a board-certified facial plastic surgeon with offices in Beverly Hills and Santa Barbara, Calif, and full clinical professor and member of the medical staff at UCLA, talks about what it means for your practice and patient relationships to offer retail skincare products in office and what stands out to him about the Defenage line of skincare and haircare products. 

This week, we revisit our conversation with Terri Ross, a well-known aesthetics practice management consultant. She talks about how a med spa can benefit the plastic surgery practice financially and improve patient outcomes and the lifetime value of a patient to the practice.

Dr Sal Pacella, division head of plastic surgery at Scripps Hospital, on the opportunities to change a child’s life through reconstructive plastic surgery with the non-profit Fresh Start Surgical Gifts.