Inside Aesthetics

Episode 243 hosts Cassandra Smith (Dermal Clinician & Aesthetic Business Coach based in Canberra, Australia) Cassandra is a returning guest (previously on episodes 5, 24, 29, 60 & 191) and was David's business partner for over a decade. She originally trained as a Beautician before qualifiying as Dermal Clinician. Cassandra and David then became the co-owners of three laser, skin and injectable clinics that they ran successfully for over a decade before selling in 2022. In this episode we explore how to maximise retail opportunities in an aesthetic clinic. With the boom of the Christmas rush now gone, we discuss strategies and ideas for quieter times. 00:00 Introduction 00:31 Special Guest: Cassandra Smith 02:20 Why Q1 Gets Quiet 07:16 Fertilizer Season Strategy 10:06 Fixing Friction Points 10:56 Client Feedback Done Right 16:01 Audit Your Business Data 19:31 Community Over Competition 22:31 Skincare as a Revenue Stream 23:59 Bake Retail Into Protocols 30:05 Learn Skincare Basics 33:56 Medical Grade Skincare Explained 35:39 Choose Products for Your Demographic 38:48 Retail Profit Impact 42:09 Handling I Already Have Products 42:38 Skincare Roleplay Consult 43:47 Switching Bad Products 45:45 Educate Without Shame 46:17 Calm Confidence Cash 48:23 Training Teams To Sell 51:27 Embed Retail In Protocols 53:26 Clinic Merchandising Layout 56:04 Space Psychology And Flow 59:08 Sales Without Discounts 01:02:01 Digital Retail Strategy 01:06:15 Memberships And Referrals 01:09:31 Inventory And Stock Control 01:17:31 Tiny Tweaks Big Results 01:21:16 Wrap Up And Next Steps ALL IA LINKS & CONTACT INFORMATION

Episode 242 hosts Kelly Beasy (Nurse Practitioner from Brisbane, Australia) Kelly joins us in the 18th Chapter of our series called 'The Injector Diaries'. These episodes feature in depth conversations, stories and experiences from injectors around the globe. Each injector brings their own unique take on things and we showcase every level of type of injector, from newbies to masters. We'll explore how and why they chose to inject, why they favour using certain products, look under the hoods of their clinics and aim to inspire our injector listeners. 00:00 Introduction 01:26 What Nurse Practitioners Do 03:05 From Emergency to Aesthetics 04:58 Early Injector Training Path 06:39 Surviving the First Years 10:04 Mentorship and Community 14:45 Consults and Rapport Skills 17:12 Life Outside the Clinic 18:31 Brisbane Market Snapshot 21:11 Industry Slowdown and Spending Shifts 25:03 Decline in Fillers and New Modalities 28:53 Balancing Clinic Work and Training 31:34 New Injector Readiness and Safety 33:50 What Competency Should Look Like 39:17 Regulation Debate and Ad Restrictions 44:38 Advertising Crackdown Fears 46:22 Training As A Specialty 48:16 Slow Rolling Education 52:58 Mentorship And Logbooks 57:21 Industry Consolidation Ahead 59:06 Pharma Training Realities 01:00:56 High Risk Treatments Off Menu 01:03:46 Avoiding Injector RSI 01:06:58 Marketing In A Regulated World 01:09:49 Future Of Aesthetics 01:13:02 Complications And Ultrasound 01:16:01 Devices And Next Guest Question 01:17:35 Wrap Up And Conferences 01:18:35 Final Call To Action ALL IA LINKS & CONTACT INFORMATION

Episode 241 hosts Nadia Zanco (Clinical Nurse Consultant and Credentialled Mental Health Nurse based in Bathurst, Australia) To kick off the New Year, we take a step back from discussing techniques or products to focus on the art of consultation. We explore what our patients motivations for seeking treatments are and discuss what goes on behind the scenes when they book in with us. We go on a deep dive to try and understand the psychology of what is really going on when someone seeks out our help and what we can do as practitioners to best support their needs. 00:00 Introduction 00:31 Holiday Catch Up 01:05 Meet our Guest Nadia Zanco 03:10 From Nursing to Psychotherapy 04:57 Ageing and the Wolf Look 08:33 How the Bathurst Clinic Works 08:52 Acne and Mental Health Link 12:33 New Rules and Screening Dilemmas 15:38 When Aesthetics Boost Mood 19:31 Belonging, Work, and Aging Pressures 23:55 Consults Beyond Technique 26:09 Engagement Through Play 30:35 Detective Work and Root Causes 34:31 Pre Consult Setup and Patient Homework 37:40 Push Back On Walk Ins 40:57 Pre Consult Screening 42:59 Build A Long Term Journey 45:03 Plan For Business Reality 49:15 Define Skills And Team 53:00 Consultation Only Offer 56:53 Charge For Consults 59:54 Aftercare And Reviews 01:02:47 Handle Complaints And Fixes 01:09:31 Key Takeaways Recap 01:13:28 Patreon And Wrap Up ALL IA LINKS & CONTACT INFORMATION

Episode 240 showcases our hosts Dr Jake Sloane and David Segal. We wrap up 2023 by first summarising some of our key podcast news and events. We then look back at some of the main lessons of the past 12 months including the global economy, the evolving toxin market and filler trends. We also look forward to next year with some predictions and ideas of where the market is heading. We want to thank our incredible listeners for making IA the most listened to aesthetics podcast in the world. (We've now smashed past 1.5 million listens since 2019!) We are truly grateful for your support and the time you invest in listening to our podcasts, we couldn't have done this without you all. Merry Christmas and have a very Happy New Year Dr Jake & David 00:00 Introduction 01:04 Christmas Catch Up 01:58 Travel Plans and Events 03:37 Podcast and Patreon Updates 07:18 Upcoming Masterclasses 09:33 Industry Wrap Up Economy 14:58 Pricing and Break Even Basics 18:22 Chain Clinics Shifting 22:36 New Toxins and Margins 25:29 Frontalis Challenges and Technique 31:08 Next Wave of Toxins 32:33 New Toxins Coming 33:04 Pricing Pressure Ahead 36:00 Clinic Models and Training 39:18 Fast Acting Toxin E 41:21 New On Label Indications 42:37 Filler Use Declines 47:00 Biostimulators and Devices 47:58 Tasmania Licensing Shakeup 52:29 What Regulation Should Fix 01:03:20 Wrapping Up and Thanks ***NEW! IA MASTERCLASSES*** Learn more and book a live injectable training day with Dr Jake & other global KOL's ALL IA LINKS & CONTACT INFORMATION

Episode 239 hosts Nicky McKellar (Nurse Practitioner based in Charleville in remote Queensland, Australia) Nicky joins us in the 17th Chapter of our series called 'The Injector Diaries'. These episodes feature in depth conversations, stories and experiences from injectors around the globe. Each injector brings their own unique take on things and we showcase every level of type of injector, from newbies to masters. We'll explore how and why they chose to inject, why they favour using certain products, look under the hoods of their clinics and aim to inspire our injector listeners. 00:00 Welcome to Inside Aesthetics 01:20 Patreon updates and webinars 02:32 Meet Nicky McKellar 03:14 Life and work in remote Queensland 05:25 Nurse practitioner journey 07:50 Why injectables in the outback 13:35 Training pitfalls and better pathways 17:09 Launching a lean clinic model 23:33 Who books treatments and what sells 25:03 Collagen stimulators and time limits 27:36 Finding education and community support 32:57 Advice for new injectors 35:35 New regulations and solo safety planning 37:18 Considering GP co-location and referrals 38:31 Ultrasound in an isolated setting 38:41 Ultrasound Costs Reality 39:34 First Consult Approach 40:56 Building Treatment Plans 43:47 Choosing Toxin Brands 44:43 Filler Preferences Feel 46:09 Quality Versus Cost 48:44 Rural Competition Marketing 52:13 Future Work Balance 55:21 Pricing Guilt Margins 01:01:13 Systems Websites Booking 01:03:01 Complications Close Calls 01:05:56 Listener Favorites Offers 01:07:40 Final Question Farewell ALL IA LINKS & CONTACT INFORMATION

Episode 238 hosts Maria Reid (Registered Nurse based in Tasmania, Australia) Maria has a Masters in Clinical leadership and is the co-owner of Eden Clinic based in Hobart. In this bonus and short podcast, we discuss the new and significant regulatory changes that have been implemented in the state of Tasmania for cosmetic clinics. Back in 2021 Maria was invited to a forum held by the Tasmanian Department of Health. In this meeting the government announced that they would be implementing some voluntary but no less significant changes in how cosmetic clinics operate and how they are licensed. Clinics who do not have a prescribing doctor on site would instead need to apply to become a 'licensed facility' - similar to the licensing of a day surgery facility. Maria shares the background to this story and how she completed the process for her own clinic. And she has a warning for the rest of Australia - change for the rest of the country is almost certainly coming. 00:00 Introduction 01:04 News Flash Tasmania Changes 02:53 Meet Maria Reid 03:18 Why Licensing Started 04:08 Poisons Act and Nurse Clinics 08:55 Doctor On Site Debate 10:05 What Licensing Requires 11:04 Facility and Emergency Standards 12:58 Where to Find Frameworks 14:18 Getting Policies in Place 19:33 Time and Working Regulators 22:38 Recent Crackdown and Insurance 26:00 Is It Worth It 27:13 Wrap Up and Next Steps 28:37 Patreon and Social Links ALL IA LINKS & CONTACT INFORMATION

Episode 237 hosts Dr Saras Sundrum (Cosmetic Physician, Sydney), Ashlee Middleton (National Sales Manager - Lumenis ANZ) and Jessica Sluga (National Clinical Educator - Lumenis ANZ). We discuss TriLift, a novel device made by Lumenis. According to Lumenis, Trilift can give 'a facelift-like result with no injections or surgery'. TriLift includes three modaliites of treatment: dynamic muscle stimulation, radiofrequency for skin rejuvenation and radiofrequency microneedling for skin texture improvement and resurfacing. Our three guests give us their own insights on the device. We discuss it's clinical indications, the technology built into it and some important commercial aspects when buying a new device. Dr Saras shares her own journey of buying TriLift, her real life patient feedback and how she has succesfully integrated it into her practice. This podcast was sponsored by Lumenis ANZ ALL IA LINKS & CONTACT INFORMATION

Episode 236 hosts Dr Stephen Lowe (Cosmetic Physician based in Sydney, Australia) Stephen has been in the aesthetics field for over 13 years and is a global KOL for Merz Aesthetics. He has been using Ultherapy since 2017 and is a leading practitioner in how to best use it. We discuss what Ultherapy is, the technology involved and how this relates to treating specific signs of facial ageing. We specifically drill down into collagen loss, aging of the SMAS layer and how these structures impact on facial aesthetics. We learn from Stephen about what patients make the best candidates for Ultherapy, contrast it with alternative modalities and treatments, discuss what the treatment journey looks like, downtime and the rare risk of complications. This podcast was produced in partnership with Merz Aesthetics The non-invasive Ultherapy® procedure is indicated for dermatological sculpting and lifting of the dermis on the upper face, lower face, neck, and décolletage though the deposition of micro-focused ultrasound energy. Ultherapy® should not be used on persons with open wounds, lesions, severe or cystic acne, or implants in the treated area. THIS PRODUCT IS NOT AVAILABLE FOR PURCHASE BY THE GENERAL PUBLIC. Always read the label and consult your Healthcare Professional for more information. This medical device must be administered by Healthcare Professional or trained personnel, under the supervision of a physician. If you are a Healthcare Professional, please review the Ultherapy® Instructions for Use before administering treatment, available from https://www.merzaustralia.com.au/products/ Copyright © 2023. Merz Australia Pty Ltd. All rights reserved. Ultherapy® is a registered trademark of Ulthera, Inc. Merz Aesthetics® and the Merz Aesthetics® logo are registered trademarks of Merz Pharma GmbH & Co. KGaA. For more information about how Merz handles personal data, please see Merz General Data Protection information notice at https://www.merz.com/fin/ ALL IA LINKS & CONTACT INFORMATION

Episode 235 hosts Kian Moini (Entrepreneur and the owner of 'Q-Tox' based in Sydney, Australia) We hosted Kian way back in episode 143, almost two years ago to the day prior to his clinic opening. We re-visit what his goals were for his clinic and learn how he has navigated the challenges of the competitive Sydney aesthetic market. We learn about what worked, what needed tweaking and get an insight into how understanding your CRM data can drive your overall strategy. In 'The Business of Injecting' episodes we host injectors and clinic owners to discuss all aspects of the business side of their clinic. We analyse their financial struggles and challenges, difficult decisions, friction points, staffing, hiring, firing and other topics relevant for aesthetic business owners. 00:00 Introduction 02:46 Meet our Guest Kian Moini 06:19 Data Driven Clinic Decisions 11:08 Defining Premium Mid Tier Model 13:45 Mall Clinics and Market Positioning 16:29 Launch Lessons and Walk In Growth 21:07 Improving Injectors With Metrics 23:13 Playing to Injector Strengths 28:25 Surviving the Scary Weeks 32:32 Why Numbers Matter in Tough Times 35:06 Gross Profit Over Revenue 37:11 Zero Based Budgeting 38:09 Why Costs Get Ignored 39:52 Marketing Is The Product 42:09 Know Your Margins Fast 43:16 Boom Times Won't Last 44:53 Small Clinics Win 50:16 Fitout Spend Strategy 51:36 Build Lessons And Layout 55:48 Staffing Without A Manager 60:29 Hiring Receptionists 61:55 Building The Injector Team 64:30 Rebooking And Ethical Sales 68:22 Educator Not Salesperson 68:49 Slow Down For Quality 69:44 Rapport And Patient Experience 70:33 Chain Clinic Menu Mentality 75:17 Pricing Strategy And Margins 79:28 Raising Prices Without Backlash 83:32 Negotiating Suppliers And Stock 86:31 Testing New Toxins And Technique 91:30 Marketing Mix And Acquisition Cost 92:51 Choosing The Right CRM 95:08 Opening A Second Clinic 98:22 When Is Enough 100:04 Final Wrap And Where To Follow ALL IA LINKS & CONTACT INFORMATION

Episode 234 hosts Julie Bass Kaplan (Nurse Practitioner based in California, USA) This is the 3rd chapter in our mini-series called 'Disasters & Solutions'. Here we look at some of the unusual, difficult or outright disasterous outcomes for patients caused by injectables. We speak to the injectors who managed the case and go through what happened, step by step. We'll learn about what might have been done to prevent the problem and what injectors can do in their own practice to be safer practitioners. In Chapter 3 we discuss a case concerning a patient who was treated with chin filler. They immediately developed a significant and rare vascular occlusion that affected one side of their tongue. We hear about what was done to salvage the situation and drill down into some fundamental learning points for all injectors. 00:00 Introduction 01:01 Disasters Series Returns 02:48 Case Background Chin Filler 06:04 Consent and Risk Talk 09:04 Technique and Ultrasound Error 18:47 Training Lessons on Ultrasound 20:45 Harlequin Tongue Recognition 23:06 Emergency Protocol and Drills 27:19 Patient Support and Timeline 32:07 Hyaluronidase Dosing and Stock 39:44 Adjuncts Hyperbaric and EO2 43:51 Next Steps Patient and Injector 44:49 Turning Complication Into Paper 46:38 Injector Growth And Confidence 48:20 Patient Care And Communication 58:01 Undiagnosed Occlusions Debate 62:29 Median Canal Anatomy Explained 66:22 Fishing For Red Technique 72:10 VO Mechanisms And Risk Factors 73:38 Emergency Kit And Training 76:37 Refunds Apologies And Support 80:05 Medicolegal Protocols And Notes 85:16 Wrap Up And Where To Learn ALL IA LINKS & CONTACT INFORMATION