Welcome to today’s episode of true to form with your host president and co founder of crystal clear, highly regarded speaker and two time inc 500 entrepreneur. Tim Sawyer, true to form is a podcast that highlights leaders making headway in the ascetic anti-aging and elected medical industry. Learn from the experts to discover the secrets of success and pitfalls to avoid when growing all aspects of your elective medical practice. This week’s episode is brought to you by Ken Della, a leading US-based global medical aesthetic device company engineering technology that enables practices to provide advanced solutions for a broad range of medical aesthetic application, including hair removal, wrinkle reduction, tattoo removal, women’s health treatments, facial resurfacing, traumatic and surgical scar treatments, body contouring, improving the skin’s appearance through the treatment of benign vascular and pigmented lesions and the treatment of acne leg, veins and cellulite. Please join me in welcoming your host, the authentic, the transparent Tim Sawyer,
True to form podcasts that connects you to the people technology and hot topics that shape the elective medical community provided to you. By crystal clear, brought to you by this week, sponsor Candela, the leading US-based medical aesthetic device company, our good friends. I’m your host, Tim Sawyer, char returning guests. Welcome back. And for our first time listeners, we appreciate you joining us and encourage you to become a subscriber. In the last episode, we switched gears a bit as I reflected back on what the elective medical community has gone through over the past four months, and really thinking about the, the anxiety and chilling that anxiety into a strategy. If you missed it, you gotta check it out. Got a really special guest on tap for today. Grateful to have her here. Our guest Tara Del Kai is a master aesthetics injector and owner of Dell Chi cosmetic medicine.
She has been in medicine since 2002 as a registered nurse in 2011. She graduated from the accelerated program at the university of New Hampshire as an advanced practice registered nurse, and immediately became nationally recognized through the American nurses credentialing center. As a board certified nurse practitioner. She grew up in the beauty industry and found that it was a great union to blend beauty with medicine. She has an astute sense of safety, big issue, and I’d like to talk to her about that while her experience guides her practice to produce beautiful and natural results. Her goal is to continually fine tune the art of bringing one’s inner beauty to the surface. So without further ado, I want to welcome Tara Tara, welcome to the program. I’m so grateful to be here with you guys and share whatever I can help the authentic community grow. Hey, we’re all in this together. Right. And, um, so really, So I wanted to start right away and talk a little bit about your path. So how did you end up as a nurse? And then what was, was there some event that happened that you said, Oh, I should go into cosmetic medicine. How’d you get there?
Um, I would say my path is a little bit of skewer. It definitely wasn’t a direct road, but I was the type of child that had to burn my hand to learn that the stove was hot. So I took the long road here. Um, I actually, I used to be a ballerina and I danced in the Nutcracker for almost 20 years. And then one day I realized that that just wasn’t going to serve me well into my future. It was great soul food, but I knew it was going to stop becoming a job. And then I would need to sort of grow up a little bit in my adulthood. So I, um, I ended up going to school as a nurse and it was just, it was happened to be a good opportunity. I wasn’t even overly excited to do it. I just knew that my mom said it, this is a great career.
Women do very well. They can succeed very well in this industry. And I said, sure, whatever, sign me up. I’ll do it. I sat in that first class thinking, Oh, this is going to be so boring. I can’t believe I have four more years of, and I don’t know, I can’t even remember what the teacher said or what it was, but I went from chewing. Like I’m snapping my heels from the backseat within that first class from going right to that front of the class and like raising my hand. And I just became so invested in it. It really became everything. I never knew I needed in life. And it just, it was my calling. And from that point on, it was not power. It was Tara, the nurse, the identities just became one and of themselves, but ironically, my mom was a cosmetologist. So I grew up in her hair salon. We were constantly going to New York to do hair shows and, um, just let the fun artsy, beautiful sort of industry things. And that’s when one day I was riding a patient into the, um, or from the emergency room doing compressions. And I thought, huh, I think I’m bored of this. I should blend beauty in medicine. And it was just, it was a felony. And then it really just was a matter of like hope in will and fortitude. And that’s what changed my life.
Wow. What a story. And I bet there’s a lot, I wish we had more than 30 minutes because I’d love to hear about your journey as a ballerina. That’s uh, we, we don’t get that a lot. So first of all, congratulations to you that I can’t imagine the commitment that goes into being a, you know, world-class ballerina got what, but that speaks to where you are now, I assume. Right. And so in 2011, so you went to work in a hospital and then when did you start developing, you know, your, your process to go ahead and open your own clinic? What talk about that because coming from a nursing background, that’s actually, you see that more and more often now, particularly people opening med spas is they go from nurse to med spa owner. So I’m do it. Great. So I’m do it not so great. Uh, talk a little bit about your process with that.
Um, yeah, and I see that too, and I feel like, you know, as nurses, this was one of my challenges when I first even got into the aesthetics world is as a nurse. And then even as a nurse practitioner, you know, my primary, I worked in the ER for 17 years as, um, under the nursing scope in patients just show up in the ER and it happens to be their lucky day because I’ve chosen to invest my life into education and further certification to make sure that I can manage all of those crises that come through the doors, but the patients don’t get the interview process. I just happened to be there when they roll in through the ambulance or you get rushed in, they don’t ever get the interview process. So they miss that opportunity. They’re just grateful, like great. I have somebody I trust in the hospital, here’s my care giver. And then when you flip over to a civics, I think the part where some people fail in this industry is you take the nurse that cares and is compassionate. And now all of a sudden you have to learn how to sell that we’ve never had to sell. We’ve never had to buy your affection or your attention. We just, we earn it by caring for you in immediacy.
So competitive that, and I, we talk about this a lot is that first of all, this is very competitive. And second of all, it’s a retail business at the end of the day. And just like in any business, there’s a sales component and a lot of folks with nursing backgrounds, number one, don’t understand that paradigm shift that you just mentioned. Um, and then they also, aren’t comfortable with the sales aspect of it. Was that natural for you? Or does that something, is that a muscle you had to work on?
It was definitely something that I had to work on and sort of pull out, but I think I was grateful that I grew up under the front desk of my mom’s hair salon that she owned. So I got to see the sale. I got to see the welcoming and just sort of that whole package of giving them, you know, every patient that red carpet experience and, you know, it goes from the appointment to the whole process. So I think the fact that I had that experience growing up as a child really did help me because I’m not so sure I would have grasped onto that app on my own. It was definitely something that I sort of sat back and reflected and was like, Oh, I think, you know, I need to do it this way. And that really did help a lot. Um,
Let me ask you this, cause we talk about sales. When you say master aesthetic injector, where does that title master come from? Is that specific courses or
So, yes. And that’s an interesting sort of hot topic too. You know, the idea of what’s a master in this industry and what is certified in this industry tends to be a bit of a hot topic. Um, so in the beginning I would have never considered myself a master and I never would have even labeled myself that just because I took a master course. And I think typically those are with, you know, world renowned injectors or, um, speakers, presenters that you’re really seeking out. And I don’t think it comes, I don’t think you can use that title lightly and just slap it on there because you took a master course with Raj or Julie. Um, any, one of the big sort of social media hits right now. I do really think it’s mastery in your field and your very specific field. And I think it does take several years to develop that.
And ironically enough, I was just reading the book outliers this weekend by Malcolm Gladwell. And he talks a lot about what is mastery. And he talks about, you know, protonation geniuses and are they just born in the repeated science, apparently, whether you’re first flute or, you know, Mozart or just bill Gates or bill Julie, any of these people that have just really made it far in life. They’re not born this way. It took 10 years and 10,000 hours of education and trial and error. And I think that’s where if you’re going to use the word master, I think you need to have confidence in the skills and the amount of time that you’ve put into your education to really say, I am a master and I can be confident about it, but you also need to be humble too. Cause there’s plenty of times I pick up that phone and say, I did this and I’m seeing this. Have you had that experience? That’s also important,
Right? The reason, first of all, that that’s an artful, um, explanation. And the reason I asked that is back years ago when we did shows, but we actually had a show in a, it was a really neat show in Miami. One of the last shows that happened this year and it was a practice management training course. And one of the neat things that we did was we did live calling. So whoever the person was on the stage, someone would volunteer to allow that person onstage on Mike doc to call a practice and mystery shop them.
It was really neat. It was a disaster, but it was really, and so one of the folks that volunteered, um, person called the practice and said, Oh, you know, I was referred to you. And I was thinking about getting some injectables or fillers, whatever she said. And she said, can you tell me what type of fillers that you have? And the girl said, yeah, we have the whole suite of, um, elegant products. That’s how she started. The question started the answer. And first of all, nobody knows what Allegan is, who doesn’t work in a clinic, right? You don’t know that they invented Botox and all the other pieces that all the other things that they created. So that was the first part. And then when they got into pricing, you said that they actually got the doctor on the phone. This was the best part, Tara.
Speaker 2: (12:17)
So they get the doctor on the phone ironically. And he says, um, well, you know, you can go with me and it’s one price, or you can go with one of our master injectors and that’s a different price confusing already. And then when the person pressed and said, well, what’s a master injector and he could not articulate one sentence other than, well, they had a lot of training. So it’s think of how confusing that is for the consumer. Right? And so it’s, to me it’s not so much, and this is what I love about your explanation. It’s not that we say some folks say that they’re a master it’s that you can demonstrate, Hey, I’ve done this, this, this, and this. And that’s what makes me different. And so my encouragement for people who, um, who haven’t thought it through, like you have as if you’re going to use rate baster or similar phrases, make sure that we can put that into simple sales language so that when the customer says, okay, can you tell me what that means?
It actually can be a sales tool, right? So it’s, um, it’s interesting. Cause I know elegant has courses that you can take to get a similar designation and they’re they’re long. I mean, it’s, it’s a lot of work and which brings me to my next question, because again, through our work with the American medical spa association and the American Academy of facial statics, we see a lot of folks in the nursing community looking to get into aesthetics, but when you press them on the why it’s well, you know, basically what it comes down to is being in a hospital socks for some people, the allure of, Oh, I could open a, a med spa or a skincare clinic. And that is going to be easier. I feel like that’s, that’s going to lead to trouble. That type of thinking because of the competition and talk about the amount of work, right. That goes into not only opening a practice, but there’s, it’s so many things that you need to be great at to be successful. And I would submit to you that it’s probably not easier than being a nurse. It might even be harder.
I would really agree with that statement. And you know, perhaps when I first got into it too, I, you know, looked at the numbers and thought, Oh, well the product costs this. So this is what I’m going to yield. So my ROI is going to be $8 per unit. Well, all of a sudden everybody has their handout, the town, the state, the, you know, your paychecks, everybody so that our ally just really dwindles down quickly. So I think I was sort of, I fell into that trap as well. Um, but I, I tell all of my students because we have the Academy as well. And I tell every single student, I said, I will give you a richer, a greater experience in my course, more so than other courses, but I don’t care how good you think this experience is. It’s not going to be enough.
You’re going to need more courses. You’re absolutely. You have to take more and more and more and more because one class isn’t enough to be mastery in. A lot of the places have absent medical directors and you know, there’s the allure of, they can get you the foot traffic. So you think you have an Inn, but all of a sudden you’re on independent dial-in and you don’t have any resources to turn to and to say, well, how do I do this? Or would you do that? You need that collaboration. In the beginning, I was grateful enough to develop some early on relationships when I first opened my business to make sure that I had those resources. Because when I first got into this, I thought I was going to work for somebody. I didn’t really think I was going to open my own business, but it is such a tough climb. And it’s so cutthroat that I almost was forced into opening up my own business in the end. I’m definitely grateful that I did, because I think that I’m a better boss than I am an employee. I don’t take direction. Well, if I disagree with it, I think I ended it like the universe put me right where I should’ve spent so that I could have potential to feel more successful and be more free to be myself.
It’s interesting. And I think it’s important that folks like yourself who have made that transition are honest about the commitment, right. And that they understand that, Hey, you know, yeah, it’s a different level of care and it might be a little less chaotic environment at times, but there’s, there’s the business side of it too, which you don’t get in nursing school, right?
No, not at all,
Not at all. So it’s a totally different brain muscle. And so you’re, you’ve got to have some business acronym because you’ve got your own business. So how did you dig in on that? Was that something that you were a student at out of the gate or that takes some time to,
Um, I think I had it sort of in there to begin with, but I do just want to back up one thing you did mention about sort of the trials and the extra of owning a med spa in this industry. Um, and the one thing that I think people forget is once you inject them, you are on call all weekend. So if you inject somebody with filler on Friday, you need to be on call. And I think those little tiny things that can really help or think a practice go miss in the beginning. So you really, it is a lot more than I think people give it credit for. Um, but to back up to the business acumen, I didn’t take any business classes per se. Um, I think probably my most, um, close to a business class was my statistics class that I took when I studied abroad in Australia, it was really neat and it was all about, you know, just collection data population. And it was great. Cause I got out to get into the community as part of my, um, end project, but that was as close as I got. But if I look back at pictures of me, when I was little, I used to take cardboard boxes and I would turn them into cash registers and I would take the monopoly money and I would sell my dolls like anything that I had to offer.
So I always was a little, I think it’s genetically programmed in inmates to just constantly crunch numbers and you know, always forever looking at the profitability and the ROI like that analysis is so important to me. You cannot measure your success or your failure if you can’t put a number to it.
I agree. I agree. And again, um, and then we’ll move on to the topic. I, when you meet people in their, you know, wide eyed and excited about aesthetics and they should be, it’s an awesome business, um, business, right? And I said, I say to people, you know, you gotta decide if you want to be a cabinet maker, you know, like they, they talk about it. Even at the book, E-Myth either a cabinet maker or you want to own a business that makes cabinets. And those are two totally different things. Right? And because in the E-Myth, what happens is they start out, they’re a great cabinet maker. Then they open a business making cabinets. And at the end of the day, because of everything that goes along with it, the insurance and that to your point, the number crunching and the bills and the employees at the end, they hate making cabinets. And the one thing that they loved, they ended up, you know, in the end, not loving. And so I think those are, like I said, those are great questions, but I want it to great conversation to have, I did want to talk about, so where are you at in the, in the country right now, Tara, where’s your clinic?
Um, so I’m in Hampton, New Hampshire. So I’m on the East coast.
You actually I’m in Rhode Island. So I get right down the road. And so New Hampshire, I think I was looking at some COVID numbers. You guys are actually doing pretty good, right. In terms of where you’re at in the curve right now
We are. And I think we’ve always been good. And, you know, I question of course I’m questioning the numbers and the statistics. Um, you know, I questioned was that because we are so far out in not in a central hub, we don’t really have any hospitals, mass. I mean, we do have hospitals and airports like Massachusetts has that giant Boston international airport. So I’m just wondering if some of the testing, you know, was given more to some of the epi centers. So they were able to test more. So the numbers were high, whereas we’re just like a little tiny piano stuck on the coast. We don’t really have great numbers. A lot of us for New Hampshire is very seasonal and we’re very touristy in depending on the season. So I’m wondering if we just weren’t considered of great value. So we didn’t get a lot of tests. So we didn’t do a lot of tests. Um, but working in concierge medicine as well, I really haven’t seen the numbers we’ve been doing testing and I have only seen one patient that has had a previous exposure that tested positive. Everybody else is like, yep. I, you know, hospital tested me PCR positive. I had, you know, a headache and one eyeball for four hours. And that was it. So I’m just not sure if the numbers line up with our availability to have testing.
Okay. And so you’re, you’re fully open. Right? How long, how long have you been fully open?
Yeah, so, um, I think the neat part about my practice and I think the saving grace as well is I also do concierge medicine. So we just don’t take, um, health insurance, but I still provide, um, primary care services on a membership basis.
Yeah, go ahead.
Um, so because I was registered with the state as, um, healthcare services and I had my occupancy permit for my location as healthcare services and the skincare side of things was the secondary under that guidance. I was actually deemed essential. So I was able to still stay open and provide the primary care services. I do therapeutic cannabis as well. Um, but the applications through the state, and then we also added on the COVID testing just to really up our ante with staying essential in making sure that we could meet the needs of the community at like we needed to shift quickly if we were going to stay open to make it worth our while for staying open. So we shifted really quick in order to sort of gather back, okay, you might’ve been a Botox patient, but I bet you’re afraid of COVID. We have the testing. If you need, if you have symptoms, please come see us, call us virtually whatever you need. Um, so that really did help us a lot.
That’s great. That’s great. Cause a lot, you know, there are a lot of parts of the country folks would just shut down and that made it tough. And so talk, talk about your, your strategy to say outside of the primary care piece to stay in touch with those folks. So because you could stop, what did you have to stop the elective stuff and probably margin. So there was a, probably a period of 60 days, right? Where you couldn’t do anything on the elective side, is that correct?
Correct. You know, and of course you, if you open up a med spa or an aesthetic type of clinic, your bread and butter is coming from the aesthetics, it’s not coming from the concierge piece. The concierge piece is just a way to like keep your foot into the community and to offer a different sort of value, add service to your aesthetics. Um, so it, you know, it definitely took a big hit and that’s why I opened the door for therapeutic cannabis and the COVID testing to just sort of reach out. Um, but not having that was hard. So the way I took my position was, you know, I didn’t want to advertise for Botox. I didn’t want to advertise for any specials or whatever. I was staying in communication with my patients. You know, what is the immune system? What is the importance of vitamin D what’s the importance of exercise? What are your fears? Email may have a five minute conversation with Tara. Um, so I just tried to stay sort of gently and loosely, but none of my emails, subject headers were COVID-19 because I felt like everybody was bombarded with the name and the terminology. And it’s almost like people get needle fatigue. I think they got COVID fatigue.
Thank you. You know what, Tara, that’s probably the most prophetic thing you’ve said, because what you just said is smart, right? So you leveraged your background in nursing and primary care to speak to the need at the time to stay relevant really is what you’re saying to stay relevant and keep in contact with people in a way that was kind of going against what everybody else was saying. Right. And that’s, that’s really smart. I, to give you a lot of credit for that. And so where you, once the, you opened up again though, did you see a surge in people that were ready to come back? Or how has that played out?
Um, it was, it was kind of interesting. I would say 90% of our patients were pounding on the doors even while we were closed, but like, no, I’m not worried about COVID. So we definitely had a lot of people that still, they just really wanted to get in. Um, but for the 10% of the population, that was absolutely mortified. And, you know, there’s some clients that I am able to see on social media and I was seeing their hashtag stay at home hashtag mask saves lives. So because I was able to get a sense of the clients ahead of time, I was able to cater each client’s experience when they did come back to make sure that I could meet their needs. Um, so I had sent out a survey once I found out from governor who, when we were going to be able to open up, I actually sent out a survey to all my clients and I said, look, this means something different for all of you.
Each person comes from a different experience, has a different fear, has a different understanding of it. Other than a general guidelines, what is going to make you feel comfortable when you walk through my doors, whether it’s now, or if you feel more comfortable in four months, what is it going to take so that you feel good? And it was really, really interesting. It was, I had no idea what kind of feedback that I was going to get, but the good majority of the patients were just saying, I already feel safe. That’s why I chose you to begin with. You’re always clean. I always see you girls, you know, with the lights after we check out. Um, so it was, it was nice to get some affirmation of the things that we were doing. And then some people were like, I would like it if I didn’t have to have any contact with the, um, pay portal or I would like it. If your receptionist, even though we’re far enough apart, it’s still like her to wear a mask. So we got some, um, you know, good feedback and there’s some patients that I immediately just put them right in a waiting room, you know, like you’ve got your own waiting room, shut the door and then we’ll be right there. So we catered it to each person’s unique requests.
That’s again, really smart. And I I’ve always, it always made me wonder when talking to large groups of medical folks, whether they’re, you know, nurses or practice, practice managers or whatever, and you almost never hear someone say, and I always ask why that we surveyed our patients. There’s this reluctance in elective medicine to actually ask the patients, how can we better serve you? It did. It always kind of escaped me, but I give you a lot of credit because that takes a little bit of courage, right? Because when you survey people, people can say things that, you know,
Opening up something you might not want,
But it’s absolutely imperative that you, you, you understand the hearts and minds of the people you serve. And my instincts tell me that is a very nurse, like thing to do is how can I take care of you and how would you like to be taken care of? And I think that a lot of that probably stems from your time, like you said, in the hospital where you just, you just had to be, had to be a good nurse, right? You’re a caring person. And, um, and that is, is bearing fruit commercially for you. And I I’m really encouraged by that. That’s awesome. And so
I think nurses, Oh, sorry, go ahead. I think the important thing about nurses and as healthcare professionals, we cannot change our prescription based on a personality, but we need to act like chameleons in order to socially get to their behaviors. So if they’re coming in, coming in red, we need to kind of go in red as well, because if we’re not on their level and we can’t seem relatable to them, we’re never going to be able to help them adapt the prescription that we’re looking for them to take, whether it’s in the ER or in aesthetics, we’ve got to be chameleons with the behaviors in the minds of our clients.
Yeah. That’s great. That’s great insight and great feedback. And so did you say you’re in Hampton? Oh, well, as we wind down, I can remember. So is Hampton beach that’s in Hampton, right?
Yes. Yep. I, my office is just four minutes from the beach, so you can smell it from my office and it’s tough to sometimes stay focused.
Yeah. As a kid, I remember going up to Hampton beach and we, we use marijuana too. We didn’t have cards or anything, but
Good old days.
That’s a really cool place. It’s a really cool place.
It is great.
Yeah. All my dad’s family is from Maine, rural Maine, Mount Vernon, Maine.
Other lives in Moultonborough, New Hampshire.
A couple of Verizon stores up there. So absolutely familiar with, with that part of the world and love it. So as we had it, so what’s, we’ve got six months left in 20, 20, let’s wind down with this. What, what are your, what do you think realistically, the expectations are for the clinic in terms of kind of year over year performance. And then lastly, if you could leave our listeners with, if you were going to open your practice today, knowing what’s going on with COVID, what would be a couple of pieces of wisdom we can share to them?
Um, I think you definitely with opening a practice, having a good team to support you in the collaborating relationships are so, so very important. Um, I think everybody sort of like hops into bed with every rep, but not physically, but literally every, you know, product rep or whatever. Um, and I think, you know, fostering and developing unique relationships less is more sometimes in the beginning. I think a lot of people are like, well, on Instagram, they’re offering, rhinoplasties, they’re offering, um, you know, to your trial filler and they’re offering everything, he an expert of one to two things and then move up and then, you know, keep going slowly because when you’re a Jack of all trades, you’re never going to master anything and you will never be able to manage your complications, which unfortunately they do happen even to the best of us. Um, but I think that’s really important in staying on top of your boards, be a part of your board, because my approach now is the fact that they said that aesthetics wasn’t essential.
I think for some aesthetic practices, they are not essential because, you know, maybe they just opened up. Maybe they don’t have that mastery. Um, like for me, the way I look at it is I’m ingesting the world’s most deadly neurotoxin to mankind. I’m extremely competent to be in the face of adversity to be in the face of a virus. I worked in the emergency room like viruses, bacteria come at us all the time, new stuff, weird stuff, crazy strains. Um, so I think my position is going to be working with the board to figure out how do we deem certain aesthetic things essential because I don’t ever want to be told that I’m not essential. Right. So how do I change that shape? And how do I secure my longevity in this industry? Because they have another shutdown, how will I survive? Know that’s sort of my future thoughts.
You’re very forward thinking.
He’ll be way to survive.
It’s a cool conversation now. And so, and lastly, uh, and then I want to make sure everyone has your email in case they want to shoot you a question if that’s okay.
W w what do you call it? What are the, what are you predicting for the back half of 2020? You hoping to get, you know, year over year? How do you think you’re going to fare?
Well, I do think that I think I’ll be okay. And I actually did my numbers right as we came out of COVID. Um, and I was already even coming out of COVID with the shutdown. My numbers were still up over last year. Thank you. But I think that happened because I’m constantly analyzing, I’m constantly tearing apart the little nitty gritty pieces of the business to figure out what works, what doesn’t work every single month. I can tell you exactly who my best seller is for staff and who the best treatment is. Um, which treatment service is actually the best in sometimes. You know, it’s always my neurotoxin. That’s always the number one, but I’ll see, um, toggling, you know, profound versus something else. And, you know, once you take a new treatment in that new treatment is going to go up because everybody’s talking about it.
So really having a good, strong hold on, what is actually selling in your practice? That’s where you put your energy on, or that’s where you look to maybe replace that or maybe retrain. So I think, again, it just, it really comes back down to numbers and I’m constantly analyzing the services. Um, and I also look to the statistics to, you know, what, uh, what is the country actually calling for? Not what Instagram is putting out, but what is the country calling for with the statistics? And then again, I always survey my own clients. We sometimes we’ll put a little sheet on the chair and it just has three questions about, um, you know, what potential interests we call it like an aesthetic wishlist, if they could choose in order one, two, three, which one would you like again, because they’re already there, they’re captive audience. So question them, what do they want? The statistics nationally are wonderful, but the statistics within your own practice are far more beneficial.
Yeah. Good for you. You’re doing it all the right way. I give you a lot of credit and with, with enough humility that I can see why people would want to go see you and keep coming back. And so I give you a lot of indirect congratulations, like I said, and, um, well, I think it’s pretty cool and probably not every day that Audrey and I are gonna get to talk to somebody who spent 20 years as a, as a ballerina, became a nurse, opened her own med spa skin clinic. And it’s one of the most forward thinking people we’ve talked to in a long time and got a great perspective on where we’re, where we were at and where we’re going in. COVID and I know our, at least our listeners are going to appreciate that. And if anybody had a question for you about you as a person, your practice your last week, um, is there an email that they could get to get ahold of you?
Cool. Hopefully somebody might have a question for you. I really appreciate. I really, really, really appreciate you taking the time today. I’m hoping that 2020 finishes strong for you and for everyone. Hopefully you can find some time before the summer is over to get down to the beach 25 minutes away and enjoy that. So once again, thank you for coming on the program. Want to thank you to our listeners today, once again, today’s podcast brought to you by Ken Dela, the leading US-based medical aesthetic device company. I’m your host, Tim Sawyer, uh, feel free to reach out if you want to learn more about crystal clear, go to crystal clear D m.com crystal clear gm.com. Talk to the guys, check out. We’ve got some great specials for the month of July that everybody’s gonna love, or give us a call. So thank you very much. Look forward to hear from you again, next to talking to you again next week, Sarah, thank you for joining us and enjoy the rest of your day. Thank you.
Thanks for tuning into this week’s episode of true to form brought to you by Candela a leading US-based global medical aesthetic device company engineering technology that enables practices to provide advanced solutions for a broad range of medical aesthetic applications. To learn more about this week’s podcast sponsor, visit Candela medical.com and to learn more about your podcast provider crystal clear, visit crystal clear dm.com. Be sure to subscribe to the show on all your favorite music apps, including iTunes, Spotify, SoundCloud, and tune into stay up to date with the newest episode. Thank you for listening.