Body Contouring Academy's Proven Profits Podcast

A formula to sculpt, tone and drop pounds – at the same time!

Wed, 06 Aug 2025 05:00:00 -0500

Clients often want to address multiple body problems, but they don’t have the time or money to undergo more than one treatment series. In this episode, we show you how it’s possible to address multiple body issues (all of that one treatment series!) by using our Lipo Laser Contour Therapy protocol to sculpt, tighten, tone, plus! drop pounds. Tune in.

Online Courses

Whole Body Vibration Therapy Online Body Sculpting Course

Body Contouring Diet

https://courses.bodycontouringacademy.com/products/digital_downloads/body-contouring-diet-download

Machine & Devices

6 in 1 cavitation machine

Research Links

https://bodycontouringacademy.com/game-changing-findings-about-red-and-near-infra-red-light-to-command-weight-loss-results/

https://www.hypervibe.com/us/blog/the-science-behind-vibration-therapy/

https://pmc.ncbi.nlm.nih.gov/articles/PMC5225499/

https://bodycontouringacademy.com/why-a-comprehensive-body-contouring-protocol-should-include-lymphatic-boosters/

https://bodycontouringacademy.com/whats-the-best-6in1-cavitation-machine-for-your-body-contouring-business/

https://www.ncbi.nlm.nih.gov/pmc/articles/PMC10323263/#:~:text=Whole%20Body%20Vibration%20has%20been,neuromuscular%2C%20respiratory%20and%20cardiovascular%20functions.

https://bodycontouringacademy.com/the-synergistic-benefits-of-whole-body-vibration-therapy-and-non-invasive-body-contouring/

//www.sciencedaily.com/releases/2009/05/090508045323.htm

https://www.healthline.com/health/vibration-machine-weight-loss#how-it-works

https://www.ncbi.nlm.nih.gov/pmc/articles/PMC9925023/

BLOG DETAILING THE WEIGHT LOSS BENEFITS OF VIBRATION THERAPY:

https://bodycontouringacademy.com/a-handy-guide-to-using-whole-body-vibration-therapy-for-weight-loss-support/

https://bodycontouringacademy.com/vibration-therapy-for-cellulite-a-science-based-discu

ssion-for-professionals/

https://bodycontouringacademy.com/help-weight-loss-clients-restore-lost-muscle-with-certification-in-whole-body-vibration-therapy/

https://bodycontouringacademy.com/science-based-medspa-vibration-therapy-formula-for-menopausal-bone-loss/

Is this 7-course body contouring startup program what you’ve been waiting for?

Wed, 23 Jul 2025 05:00:00 -0500

The only shortcut to success is learning from those with experience, experts who have done what you want to do - built and operated profitable body contouring businesses. In this episode, explore this 7-course program, designed by experienced body contouring business owners, to launch, operate and grow your very own successful body contouring business.

Online Courses

The Comprehensive Guide to Getting Started with Body Contouring

Whole Body Vibration Therapy Online Body Sculpting Course

Body Contouring Marketing

The Business Builder Bundle

Machine & Devices

Pressotherapy machine

6 in 1 slimming machine

EMS machine

Research Links

https://bodycontouringacademy.com/how-to-start-a-body-contouring-business-with-one-online-course/

https://bodycontouringacademy.com/the-synergistic-benefits-of-whole-body-vibration-therapy-and-non-invasive-body-contouring/

https://pmc.ncbi.nlm.nih.gov/articles/PMC5077302/

https://bodycontouringacademy.com/the-synergistic-benefits-of-whole-body-vibration-therapy-and-non-invasive-body-contouring/

https://bodycontouringacademy.com/discover-the-cornerstone-of-the-body-contouring-marketing-plan-that-turns-leads-into-income/

https://bodycontouringacademy.com/use-this-quick-guide-to-define-your-target-market-so-you-can-turn-more-leads-into-sales/

https://bodycontouringacademy.com/make-sure-clients-never-feel-sold/

How to start a successful body contouring business in record time

Wed, 09 Jul 2025 09:00:00 -0500

Looking for the best way to start a body contouring business? Tune in to this episode to get the steps from twenty-year 7-figure med spa owners/operators. Learn the four body contouring certification courses you should take first and how to combine those treatments to deliver phenomenal results…all pre-packaged with big savings!

Online Courses

The Comprehensive Guide to Getting Started with Body Contouring

Whole Body Vibration Therapy Online Body Sculpting Course

The Beginner Bundle

Machine & Devices

Pressotherapy machine

6 in 1 machine

https://bodycontouringacademy.com/ultimate-guide-to-the-best-body-contouring-certification-courses/

Research Links

https://americanmedspa.org/blog/the-power-of-patient-retention

https://www.webmd.com/fitness-exercise/vibration-plates

Treat menopausal bone loss with this vibration therapy protocol for a more youthful body shape

Wed, 25 Jun 2025 05:00:00 -0500

It’s not just fat to blame. The menopausal bone loss and subsequent shrinking in height, plus stooped posture, leads to massive changes in the torso: a thicker waistline, “apple shape” and protruding abdomen. Our vibration therapy protocol corrects these problems and restores a more youthful body shape. Listen to this episode to learn how our vibration therapy protocol strengthens bones, corrects posture and slims the torso…all in just minutes a day.

Online Courses

Whole Body Vibration Therapy Online Body Sculpting Course

Machine & Devices

Vibration Plate Exercise Machine with Handles

Vibration Plate Exercise Machine

Adjustable Weighted Vest

Research Links

https://bodycontouringacademy.com/why-you-should-use-6-in-1-cavitation-to-reduce-menopausal-fat/

https://weillcornell.org/news/what-women-should-know-about-osteoporosis-and-menopause#:~:text=Estrogen%20loss%20may%20cause%20some,wrist%2D%2Drelated%20to%20osteoporosis.

https://www.bonehealthandosteoporosis.org/preventing-fractures/general-facts/what-women-need-to-know/#:~:text=Here%20are%20some%20facts%3A,a%20bone%20because%20of%20osteoporosis.

https://health.clevelandclinic.org/can-avoid-losing-height-get-older

https://www.southeasttexasspine.com/blog/why-women-are-more-prone-to-kyphosis#:~:text=Older%20women%20aren't%20destined,to%20start%20practicing%20good%20posture.

https://joe.bioscientifica.com/view/journals/joe/259/1/JOE-23-0116.xml#:~:text=Abstract-,Estrogens%20(estradiol%2C%20estriol%2C%20and%20estrone)%20are%20important%20hormones,in%20conditions%20of%20estrogen%20deficiency.

https://pmc.ncbi.nlm.nih.gov/articles/PMC8104211/#:~:text=Background:,on%20postmenopausal%20women%20with%20OP.

https://bodycontouringacademy.com/help-weight-loss-clients-restore-lost-muscle-with-certification-in-whole-body-vibration-therapy/

https://www.ncbi.nlm.nih.gov/pmc/articles/PMC10323263/#:~:text=Whole%20Body%20Vibration%20has%20been,neuromuscular%2C%20respiratory%20and%20cardiovascular%20functions.

A proven guide to improving bat wings using Radiofrequency and Cavitation

Wed, 11 Jun 2025 05:00:00 -0500

Flabby, sagging arms, i.e. bat wings, are produced by the natural, biological changes that occur in the menopausal process, and compounded by the aging process. In this episode, we share the biological reasons why women develop bat wings and the protocols we use to correct them.

Courses & Machines

6in1 Body Slimming Machine

Links & Studies

https://bodycontouringacademy.com/how-to-get-rid-of-bat-wings-with-non-invasive-technology-in-the-spa-or-at-home/

https://www.uclahealth.org/news/article/best-way-work-out-after-menopause#:~:text=The%20only%20way%20to%20slow,Impact%20exercises%20boost%20bone%20health

https://pmc.ncbi.nlm.nih.gov/articles/PMC8569454/

https://www.uclahealth.org/news/article/best-way-work-out-after-menopause#:~:text=The%20only%20way%20to%20slow,Impact%20exercises%20boost%20bone%20health

https://www.nm.org/healthbeat/healthy-tips/menopause-and-your-skin#:~:text=%E2%80%9CThere%20is%20a%20decrease%20in,%2C%20wrinkling%2C%20and%20sagging.%E2%80%9D

https://bodycontouringacademy.com/tighten-tummies-and-boost-your-income-with-a-radiofrequency-rf-skin-tightening-course/

https://bodycontouringacademy.com/combining-cavitation-and-radio-frequency-for-skin-tightening-superpower/

https://bodycontouringacademy.com/why-this-ultrasound-fat-cavitation-certification-course-is-smart/

https://bodycontouringacademy.com/you-can-do-it-all-with-this-skin-tightening-and-body-contouring-combo-certification-course/

Menopausal fat gain is real: make 6 in 1 Cavitation treatments your secret weapon

Wed, 28 May 2025 05:00:00 -0500

During the ten plus years of the menopausal process, it’s biological changes, not lifestyle, that reshapes the body, like accumulating fat in the midsection. Menopausal fat is nearly impossible to eradicate with diet and exercise. It requires non-invasive body contouring technology. Learn about the biological processes that cause weight gain, discover why menopausal fat accumulates in the midsection and find out how our treatments using the 6 in 1 Cavitation machine target and reduce menopausal belly fat. All in this episode!

Courses

6in1 Cavitation Machine on Amazon

Affiliate Links

Links

https://www.webmd.com/menopause/guide-perimenopause

https://www.mayoclinic.org/healthy-lifestyle/womens-health/in-depth/menopause-weight-gain/art-20046058

https://www.endocrine.org/news-and-advocacy/news-room/featured-science-from-endo-2021/sleep-disturbances-may-contribute-to-weight-gain-in-menopause

https://healthmatters.nyp.org/how-to-prevent-menopause-weight-gain/#:~:text=Estrogen%20plays%20a%20key%20role,when%20feeling%20emotional%20or%20stressed.

https://bodycontouringacademy.com/why-this-ultrasound-fat-cavitation-certification-course-is-smart/

Studies

https://www.nia.nih.gov/health/menopause/what-menopause#:~:text=Symptoms%20related%20to%20menopause%20can,culture%2C%20lifestyle%2C%20and%20environment.

Why compression therapy has a demand all of its own

Wed, 14 May 2025 05:00:00 -0500

Safe, relaxing and effective, compression therapy is a wellness treatment that has a demand of its own. In today’s episode, discover why more and more consumers are looking to take advantage of it and why more and more businesses are bringing it on board. And why you should add it to your business too!

Courses

LifePro Axis Air Sequential Leg Compression Massager Boots

Affiliate Links

Links

https://www.sciencedirect.com/topics/nursing-and-health-professions/compression-therapy

https://bodycontouringacademy.com/learn-pressotherapy-the-body-contouring-lymphatic-massage-you-need-in-your-menu/

https://www.upmc.com/services/heart-vascular/services/procedures/compression-therapy

https://www.careprohs.com/blog/post/does-compression-therapy-help-with-lymphatic-drainage-#:~:text=Yes%2C%20Compression%20Therapy%20Helps!,fluid%20accumulates%20in%20the%20tissues.

https://bodycontouringacademy.com/help-clients-lose-inches-naturally-detox-slimming-treatments/

https://www.thepmfajournal.com/features/post/cellulite-does-wearing-compression-hosiery-work

https://bodycontouringacademy.com/why-your-body-sculpting-training-plan-needs-this-pressotherapy-course/

What does ten minutes of vibration therapy do for wellness?

Wed, 30 Apr 2025 05:00:00 -0500

With the demand for wellness, vibration therapy has caught a lot of attention lately. And for good reason. Vibration therapy biologically impacts just about every system in the body to deliver multiple health and wellness benefits, from stress reduction to muscle building to weight loss and more! Learn how vibration therapy works and how to easily add it to your business…all in today’s episode. Tune in!

Courses

Whole Body Vibration Therapy Online Body Sculpting Course

Affiliate Links

Vibration Therapy Machine

https://amzn.to/3WvCbkw

Vibration Therapy Machine for home

https://amzn.to/4ioavIE

Links

https://www.mayoclinic.org/healthy-lifestyle/fitness/expert-answers/whole-body-vibration/faq-20057958#:~:text=With%20whole%2Dbody%20vibration%2C%20you,dozens%20of%20times%20each%20second.

https://bodycontouringacademy.com/vibration-therapy-for-cellulite-a-science-based-discussion-for-professionals/

https://bodycontouringacademy.com/help-weight-loss-clients-restore-lost-muscle-with-certification-in-whole-body-vibration-therapy/

https://bodycontouringacademy.com/a-handy-guide-to-using-whole-body-vibration-therapy-for-weight-loss-support/

Studies

https://pmc.ncbi.nlm.nih.gov/articles/PMC11396361/

https://pmc.ncbi.nlm.nih.gov/articles/PMC10323263/#:~:text=Whole%20Body%20Vibration%20has%20been,neuromuscular%2C%20respiratory%20and%20cardiovascular%20functions.

https://pmc.ncbi.nlm.nih.gov/articles/PMC9690844/#:~:text=WBV%20exercise%20has%20been%20suggested,%2C%20and%20obesity%20%5B34%5D.

https://pmc.ncbi.nlm.nih.gov/articles/PMC6944803/

How red light therapy is a body contouring, anti-aging and wellness technology (and why you need it in your business)

Wed, 16 Apr 2025 05:00:00 -0500

Whether your focus is body contouring, massage or skin, red light therapy technology is a must. By affecting the body at a cellular level, red light therapy delivers an incredible range of benefits. Tune in to this episode to learn why your clients will benefit from this holistic treatment. Part 4 of our wellness business series.

Products mentioned in this episode:

Red light with adjustable stand

Red & infrared light clinical grade full body panel

Red light belt to treat targeted areas of the body

Links

https://bodycontouringacademy.com/game-changing-findings-about-red-and-near-infra-red-light-to-command-weight-loss-results/

https://bodycontouringacademy.com/the-advantages-of-adding-wellness-therapies-to-your-body-contouring-business/

https://www.lumitex.com/blog/visible-light-spectrum#:~:text=A%20wavelength%20is%20the%20horizontal,one%20billionth%20of%20a%20meter.

https://science.nasa.gov/ems/09_visiblelight/#:~:text=WAVELENGTHS%20OF%20VISIBLE%20LIGHT,different%20wavelength%20of%20electromagnetic%20spectrum.

Studies

https://pubmed.ncbi.nlm.nih.gov/33471046/#:~:text=Results:%20A%20reasonable%20body%20of,this%20therapy%20to%20be%20realized

https://pmc.ncbi.nlm.nih.gov/articles/PMC10056135/

https://pmc.ncbi.nlm.nih.gov/articles/PMC3926176/

https://pmc.ncbi.nlm.nih.gov/articles/PMC10115964/

https://pmc.ncbi.nlm.nih.gov/articles/PMC3499892/

How to bring wellness services into your business the quickest, easiest and most affordable way

Wed, 02 Apr 2025 05:00:00 -0500

Consumers want to feel good, age well, be healthy and look great and they want to use wellness services to get them there. Don't let your business get left behind! Use these five steps. Getting started with wellness has never been easier.

Links mentioned in this episode:

Online Certification Courses

https://www.webmd.com/balance/massage-therapy-styles-and-health-benefits

https://hyperice.com/blog/treatments/pressotherapy-benefits/

https://www.seksauna.com/blog/top-7-benefits-of-infrared-light-therapy

https://reluxmedspa.com/3-surprising-health-benefits-of-facials/

https://bodycontouringacademy.com/?s=know+your+numbers

https://bodycontouringacademy.com/how-to-price-your-body-contouring-treatments-to-maximize-profits/

https://emersionwellness.com/trillion-dollar-health-and-wellness-industry/#:~:text=FAQs-,The%20Massive%20Scale%20of%20Health%20and%20Wellness%20Industry,consumer%20habits%20and%20commerce%20worldwide

Build a successful wellness program with services from these categories

Wed, 19 Mar 2025 05:00:00 -0500

Personal services professionals such as body contouring technicians, healthcare practitioners, estheticians and massage therapists, are perfectly positioned to capitalize on the demand for wellness services. In this second episode installment of a series focusing on building a successful wellness business, learn the five categories of wellness services you must include when crafting your plan.

Links mentioned in this episode:

https://globalwellnessinstitute.org/press-room/statistics-and-facts/#:~:text=We%20project%20that%20the%20global,nearly%20$9.0%20trillion%20in%202028.

https://bodycontouringacademy.com/why-you-should-use-vibration-therapy-before-body-contouring-treatments/

https://health.clevelandclinic.org/detox-cleanse

https://bodycontouringacademy.com/body-contouring-diet-recommendations-what-to-tell-your-clients/

https://drhyman.com/blogs/content/what-supplements-should-i-take-use-dr-hyman-s-handy-guide

https://www.ninds.nih.gov/health-information/public-education/brain-basics/brain-basics-understanding-sleep#:~:text=Sleep%20is%20important%20to%20a,up%20while%20you%20are%20awake.

https://bodycontouringacademy.com/your-fat-cavitation-education-must-include-sleep-and-heres-why/

https://bodycontouringacademy.com/boost-your-medspa-profits-with-holistic-body-contouring-treatments/

https://bodycontouringacademy.com/help-weight-loss-clients-restore-lost-muscle-with-certification-in-whole-body-vibration-therapy/

Why you should integrate wellness in your business: these strategic benefits

Wed, 05 Mar 2025 05:00:00 -0500

Adding wellness services is a brilliant strategy and a sure way to future-proof your business. In our med spas, we’ve included wellness services for years and vouch for the immense benefits! Join us as we kick off our wellness series in which we break down, starting with this episode detailing why you should do it.

Links mentioned in this episode:

https://bodycontouringacademy.com/why-you-should-use-vibration-therapy-before-body-contouring-treatments/

https://www.mckinsey.com/industries/consumer-packaged-goods/our-insights/feeling-good-the-future-of-the-1-5-trillion-wellness-market

https://bodycontouringacademy.com/why-using-a-massage-gun-leads-to-quicker-fat-loss-and-improved-weight-loss/

https://bodycontouringacademy.com/game-changing-findings-about-red-and-near-infra-red-light-to-command-weight-loss-results/

https://bodycontouringacademy.com/successfully-grow-your-wellness-business-with-detoxification-services/

https://globalwellnessinstitute.org/press-room/press-releases/the-global-wellness-economy-reaches-a-new-peak-of-6-3-trillion-and-is-forecast-to-hit-9-trillion-by-2028/#:~:text=Regional%20Leaders:%20Wellness%20markets%20in,GDP%20growth%20rate%20of%204.8%25.

How to use Cavitation after weight loss injections to complete your patient’s body contouring goals

Wed, 19 Feb 2025 05:00:00 -0500

Wellness therapies like weight loss injections and body contouring treatments work synergistically to deliver the very best results. In this episode, learn how Fat Cavitation treatments satisfy the patient’s needs after weight loss, plus how to incorporate cavitation after weight loss in your practice.

Links mentioned in this episode:

Courses

6-in-1 Cavitation Machine on Amazon

Machines

Studies

https://eurapa.biomedcentral.com/articles/10.1186/s11556-020-00247-5

https://pubmed.ncbi.nlm.nih.gov/19422657/

Links

https://www.mayoclinic.org/diseases-conditions/type-2-diabetes/expert-answers/byetta/faq-20057955

https://bodycontouringacademy.com/new-weight-loss-injections-saggy-skin-and-an-increased-demand-for-skin-tightening/

https://my.clevelandclinic.org/health/treatments/13901-glp-1-agonists

https://www.healthline.com/health/weight-loss/where-do-you-lose-weight-first#safe-weight-loss

https://bodycontouringacademy.com/combining-cavitation-and-radio-frequency-for-skin-tightening-superpower/

https://bodycontouringacademy.com/rf-first-vs-cavitation-first-in-6-in-1-fat-reduction-treatments/

https://bodycontouringacademy.com/lipo-laser-can-do-what-cavitation-cannot-choose-a-cavitation-machine-with-lipo-laser/

https://bodycontouringacademy.com/why-this-ultrasound-fat-cavitation-certification-course-is-smart/

https://bodycontouringacademy.com/post-monopolar-rf-vs-bipolar-rf-for-skin-tightening-and-fat-reduction/

https://bodycontouringacademy.com/how-to-decide-between-fat-cavitation-training-and-fat-freezing-training

A new body contouring treatment using Vibration Therapy to build muscle

Wed, 05 Feb 2025 05:00:00 -0500

The lean muscle mass loss that goes along with weight loss is alarming. Body contouring professionals can help using a new treatment - employing established technology - to restore lost muscle: whole body vibration therapy. Join us in this episode to learn all about it.

Links mentioned in this episode:

Courses

Whole Body Vibration Therapy Online Body Sculpting Course

Machines

Whole Body Vibration Machine on Amazon

Studies

https://eurapa.biomedcentral.com/articles/10.1186/s11556-020-00247-5

https://pubmed.ncbi.nlm.nih.gov/19422657/

Links

https://bodycontouringacademy.com/why-a-comprehensive-body-contouring-protocol-should-include-lymphatic-boosters/

https://bodycontouringacademy.com/new-weight-loss-injections-saggy-skin-and-an-increased-demand-for-skin-tightening/

https://bodycontouringacademy.com/the-synergistic-benefits-of-whole-body-vibration-therapy-and-non-invasive-body-contouring/

https://www.goodrx.com/well-being/movement-exercise/vibration-plate-benefits?label_override=undefined

https://www.ncbi.nlm.nih.gov/pmc/articles/PMC10323263/#:~:text=Whole%20Body%20Vibration%20has%20been,neuromuscular%2C%20respiratory%20and%20cardiovascular%20functions.

https://bodycontouringacademy.com/a-handy-guide-to-using-whole-body-vibration-therapy-for-weight-loss-support/

https://www.uclahealth.org/news/article/rapid-weight-loss-can-lead-loss-muscle-mass#:~:text=People%20dropping%20pounds%20on%20Ozempic,is%20not%20unique%20to%20semaglutide s.

https://www.healthline.com/health-news/ozempic-muscle-mass-loss

https://my.clevelandclinic.org/health/diseases/23167-sarcopenia

https://bodycontouringacademy.com/vibration-therapy-for-cellulite-a-science-based-discussion-for-professionals/

The reason RF machines differ in what they can do

Wed, 22 Jan 2025 05:00:00 -0500

What are the differences between radiofrequency machines? Some can reduce fat; others cannot. Some are meant for treating sensitive areas; others for treating severe laxity. In this episode, get the details about the different mechanisms, treatments, benefits, risks and costs of monopolar RF and bipolar RF machines.

Links mentioned in this episode:

Courses

https://bodycontouringacademy.com/combining-cavitation-and-radio-frequency-for-skin-tightening-superpower/

Machine

https://amzn.to/3Kmgy5n

Research and Studies

https://bodycontouringacademy.com/tighten-tummies-and-boost-your-income-with-a-radiofrequency-rf-skin-tightening-course/

https://pubmed.ncbi.nlm.nih.gov/25607699/

https://pubmed.ncbi.nlm.nih.gov/35877937/

https://bodycontouringacademy.com/ultimate-guide-to-the-best-body-contouring-certification-courses/

https://bodycontouringacademy.com/combining-cavitation-and-radio-frequency-for-skin-tightening-superpower/

https://bodycontouringacademy.com/body-contouring-6-in-1-masterclass/

Does the order of technologies matter in 6 in 1 fat reduction?

Wed, 08 Jan 2025 05:00:00 -0500

Each technology on the 6 in 1 machine serves a purpose, and it’s that purpose that directs the order in which you should use it. In this episode, we share our 6 in 1 fat reduction protocol and provide you with the critical elements any fat reduction protocol should contain.

Links mentioned in this episode.

Courses

https://bodycontouringacademy.com/is-the-s-shape-cavitation-machine-or-the-6-in-1-cavitation-machine-right-for-you/

Research and Studies

https://www.healthline.com/health/ultrasonic-cavitation

https://bodycontouringacademy.com/vacuum-therapy-start-your-body-contouring-business/

https://bodycontouringacademy.com/ultimate-guide-to-the-best-body-contouring-certification-courses/#ch3

https://bodycontouringacademy.com/all-body-contouring-clinicians-should-get-certified-in-lipo-laser/

https://www.westlakedermatology.com/blog/benefits-of-lymph-drainage-therapy-after-body-contouring/

https://bodycontouringacademy.com/why-a-comprehensive-body-contouring-protocol-should-include-lymphatic-boosters/

3 ways to tweak your body contouring marketing in response to weight loss injections

Wed, 25 Dec 2024 05:00:00 -0500

Learn how to meet the changing demands of consumers brought about by the rising use of weight loss injections. In this episode, we detail the three-step plan we used to adjust our body contouring marketing messaging, which sent demand for our treatments soaring.

Courses

Electromagnetic Muscle Stimulation (EMS) Certification Course

Research and Studies

https://www.plasticsurgery.org/news/articles/ozempic-weight-loss-is-affecting-plastic-surgery-heres-how#:~:text=Daisy%20Brumby%20%7C%20Freelance%20Writer,blood%20sugar%20and%20decrease%20appetite

https://www.healthline.com/nutrition/targeted-weight-loss

https://localiq.com/blog/marketing-during-times-of-change/

https://bodycontouringacademy.com/new-weight-loss-injections-saggy-skin-and-an-increased-demand-for-skin-tightening/

https://www.healthline.com/health-news/ozempic-what-to-know-about-this-side-effect-you-may-experience-while-taking-weight-loss-drugs

https://www.healthline.com/health-news/ozempic-muscle-mass-loss

https://www.nejm.org/doi/full/10.1056/NEJMoa2032183

Don’t-miss steps for body contouring success

Wed, 11 Dec 2024 05:00:00 -0500

Long term success in body contouring rests in something that may surprise you: mastering the body contouring fundamentals. We dive into the reasons why in this episode. Join us as we answer your questions and share the top Resource to use to master the fundamentals, as well as which certification courses kick off your career the right way.

Links mentioned in this episode.

Courses

Vacuum Therapy Online Certification Course

The Comprehensive Guide to Getting Started with Body Contouring

Research and Studies

https://bodycontouringacademy.com/

https://medium.com/the-post-grad-survival-guide/acing-the-basics-why-fundamentals-are-everything-c20855c65b41

https://bodycontouringacademy.com/how-much-does-it-cost-to-start-a-body-contouring-business/

https://bodycontouringacademy.com/you-can-do-it-all-with-this-skin-tightening-and-body-contouring-combo-certification-course/

https://bodycontouringacademy.com/why-this-body-contouring-fundamentals-course-is-not-just-for-the-beginner/

https://www.linkedin.com/pulse/why-learning-basics-matters-annette-wilson-cgswc/

Reducing stretch marks? Capabilities of the multi-faceted 6 in 1 Lipo Laser

Wed, 27 Nov 2024 05:00:00 -0500

Armed with LED technology, lipo laser’s lesser-known power is its ability to correct skin-related body contouring issues. In this episode, you’ll learn exactly how lipo laser fades and shrinks stretch marks, plus how to implement these must-have treatments in your practice.

Links mentioned in this episode.

Online Certification Course

https://bodycontouringacademy.com/whats-the-best-6in1-cavitation-machine-for-your-body-contouring-business/

Research and Studies

https://bodycontouringacademy.com/is-the-s-shape-cavitation-machine-or-the-6-in-1-cavitation-machine-right-for-you/#:~:text=Ultrasound%20Wave%20Frequency:%20The%206,the%2030k%20and%2040k%20frequencies

https://bodycontouringacademy.com/lipo-laser-can-do-what-cavitation-cannot-choose-a-cavitation-machine-with-lipo-laser/

https://www.ncbi.nlm.nih.gov/books/NBK436005/

https://www.webmd.com/beauty/ss/slideshow-stretch-marks

https://www.tiege.com/blogs/news/how-to-get-rid-of-stretch-marks-for-men#:~:text=What%20Causes%20Stretch%20Marks?,Long%2Dterm%20corticosteroid%20use

https://www.ncbi.nlm.nih.gov/pmc/articles/PMC10222465/#:~:text=Conclusions%3A%20675%20nm%20laser%20therapy,significant%20improvement%20in%20skin%20texture.

https://bodycontouringacademy.com/the-body-contouring-academy-membership-has-its-privileges/

Pressotherapy: This hands-free lymphatic drainage massage ranks #1

Wed, 13 Nov 2024 05:00:00 -0500

Pressotherapy is super-effective and hands-free. It’s no wonder that it’s the number one lymphatic drainage treatment for body contouring. In this episode, you’ll learn about Pressotherapy’s Intermittent Compression Technology, its treatments, and how easy it is to learn and implement Pressotherapy in your business.

Links mentioned in this episode.

Courses

https://www.hopkinsmedicine.org/health/treatment-tests-and-therapies/dvt-prevention-intermittent-pneumatic-compression-devices#:~:text=Intermittent%20pneumatic%20compression%20(IPC)%20devices,air%20and%20squeeze%20your%20legs.

Research and Studies

https://bodycontouringacademy.com/multiply-your-body-contouring-earnings-with-set-it-and-exit-treatments/

https://www.medicalnewstoday.com/articles/324518#how-to-perform

https://bodycontouringacademy.com/why-a-comprehensive-body-contouring-protocol-should-include-lymphatic-boosters/

https://bodycontouringacademy.com/successfully-grow-your-wellness-business-with-detoxification-services/

https://www.ncbi.nlm.nih.gov/pmc/articles/PMC6435947/

The scientific evidence behind vibration therapy for cellulite reduction

Wed, 30 Oct 2024 05:00:00 -0500

There’s no shortage of medical research affirming vibration therapy’s efficacy for cellulite. In this episode, we examine these studies. Tune in to firm up your cellulite knowledge and discover exactly how vibration technology works for cellulite.

Links mentioned in this episode.

Courses

Whole Body Vibration Therapy Online Body Sculpting Course

Body Contouring Academy Online Certification Courses

Research and Studies

https://www.ncbi.nlm.nih.gov/pmc/articles/PMC6232550/

https://bodycontouringacademy.com/why-the-6-in-1-cavitation-machine-treatment-protocols-for-classic-cellulite-and-linear-cellulite-differ/

https://bodycontouringacademy.com/should-you-purchase-a-pressotherapy-machine-or-a-vibration-machine-to-assist-your-clients-with-lymphatic-drainage/

https://www.ncbi.nlm.nih.gov/pmc/articles/PMC4560014/#:~:text=Key%20Points,an%20acute%20bout%20of%20WBV.

https://www.ncbi.nlm.nih.gov/pmc/articles/PMC4764225/

https://bodycontouringacademy.com/why-a-comprehensive-body-contouring-protocol-should-include-lymphatic-boosters/

https://pubmed.ncbi.nlm.nih.gov/29847188/

https://journals.sagepub.com/doi/full/10.1177/2325967115585783

https://www.liebertpub.com/doi/10.1089/acm.2010.0324

https://www.sciencedaily.com/releases/2009/05/090508045323.htm

https://www.news-medical.net/news/20231015/Shaking-things-up-Whole-body-vibrations-rev-up-metabolism-in-young-men.aspx#:~:text=Overall%2C%20the%20findings%20indicated%20that,increasing%20the%20resting%20metabolic%20rate.

https://www.ncbi.nlm.nih.gov/pmc/articles/PMC8950355/

https://www.sciencedaily.com/releases/2009/05/090508045323.htm

https://www.ncbi.nlm.nih.gov/pmc/articles/PMC6560364/#:~:text=Additionally%2C%20our%20previous%20work%20shows,%2C%20GL%2C%20and%20skin%20temperature.

https://bodycontouringacademy.com/how-to-persuade-clients-to-commit-to-a-body-contouring-maintenance-program/

Why cryolipolysis protocols are so-designed and what can happen if you deviate

Wed, 16 Oct 2024 05:00:00 -0500

Clients want good results… fast. But when is it in their best interest to tweak your non-invasive body contouring protocols in an effort to deliver that? In this episode, we examine that question in the context of cryolipolysis. Listen as we give you our expert opinion, and tell you why.

Links mentioned in this episode.

Courses

Whole Body Vibration Therapy Online Body Sculpting Course

https://www.researchgate.net/publication/256835629_Cryolipolysis_A_historical_perspective_and_current_clinical_practice

Links and Studies

https://en.wikipedia.org/wiki/Skin_temperature#:~:text=Skin%20temperature%20is%20the%20temperature,over%20muscles%20and%20active%20organs.

https://www.ncbi.nlm.nih.gov/pmc/articles/PMC1120576/

https://www.ncbi.nlm.nih.gov/pmc/articles/PMC5327851/

https://bodycontouringacademy.com/stand-out-with-fat-freezing-get-your-online-cryolipolysis-certification/

https://www.qunomedical.com/en/blog/Fat-freezing-what-results-to-expect-through-coolsculpting

https://www.medicinenet.com/how_long_do_coolsculpting_results_last/article.htm

https://bodycontouringacademy.com/considerations-when-deciding-to-treat-multiple-body-contouring-areas-in-one-visit/

https://bodycontouringacademy.com/should-you-purchase-a-pressotherapy-machine-or-a-vibration-machine-to-assist-your-clients-with-lymphatic-drainage/

https://bodycontouringacademy.com/why-a-comprehensive-body-contouring-protocol-should-include-lymphatic-boosters/

https://bodycontouringacademy.com/the-insiders-guide-to-body-contouring-technologies-that-supercharge-fat-reduction-results/

https://bodycontouringacademy.com/the-synergistic-benefits-of-whole-body-vibration-therapy-and-non-invasive-body-contouring/

https://bodycontouringacademy.com/why-your-body-sculpting-training-plan-needs-this-pressotherapy-course/

Looking for better radiofrequency conductive gel choices?

Wed, 02 Oct 2024 05:00:00 -0500

Radiofrequency treatments tend to dry up conductive gel and require frequent reapplication. Most professionals use ultrasound gel, but are there better options? In the episode, discover three gel options for RF. See what each gel can do and how it compares to the others so you can choose what is best for your practice.

Links mentioned in this episode.

Courses

6-in-1 Multifunction Body Contouring Machine

Machines

Supplies

Ultrasound Gel Warmer

Refillable Disperser Bottles

Ultrasound Gel, 5 Liter

Pure Vegetable Glycerin

Radiofrequency Cooling Gel

Links and Studies

https://bodycontouringacademy.com/the-body-contouring-academy-membership-has-its-privileges/

https://www.fcc.gov/engineering-technology/electromagnetic-compatibility-division/radio-frequency-safety/faq/rf-safety#:~:text=Different%20forms%20of%20electromagnetic%20energy,stripped%20from%20atoms%20and%20molecules.

https://bodycontouringacademy.com/?s=an+introduction+to+

https://bodycontouringacademy.com/tighten-tummies-and-boost-your-income-with-a-radiofrequency-rf-skin-tightening-course/

https://bodycontouringacademy.com/is-the-s-shape-cavitation-machine-or-the-6-in-1-cavitation-machine-right-for-you/

https://www.sciencedirect.com/topics/biochemistry-genetics-and-molecular-biology/skin-temperature

https://bodycontouringacademy.com/you-can-do-it-all-with-this-skin-tightening-and-body-contouring-combo-certification-course/

https://bodycontouringacademy.com/unveiling-the-ultimate-online-cavitation-and-radio-frequency-course-for-cellulite/

https://radiologyblog.cincinnatichildrens.org/ultrasound-gel-a-necessary-mess/#:~:text=Ultrasound%20gel%20is%20a%20thick,without%20dripping%20or%20running%20off.

https://drdavinlim.com/a-z-skin-care/glycerin/

https://www.sciencedirect.com/science/article/pii/S1350417723000408

Resources and Studies cited:

https://movmoreireland.com/blogs/news/non-invasive-brazilian-butt-lift#:~:text=This%20is%20an%20aesthetic%20procedure,a%20fuller%20and%20lifted%20appearance.

https://www.hmpgloballearningnetwork.com/site/woundcare/commentary/history-and-effectiveness-negative-pressure-wound-therapy-part-one

https://www.ncbi.nlm.nih.gov/pmc/articles/PMC5027633/

https://bodycontouringacademy.com/how-to-get-your-clients-better-butts-butt-sculpt-rump-plumper-hip-dip/

https://www.drdanielbarrett.com/procedure/nonsurgical-butt-lift#:~:text=This%20procedure%20is%20an%20excellent,a%20surgical%20Brazilian%20Butt%20Lift.

https://bodycontouringacademy.com/how-to-persuade-clients-to-commit-to-a-body-contouring-maintenance-program/

https://bodycontouringacademy.com/avoid-discounting-your-prices-by-using-these-body-contouring-sales-tactics-instead/

The fastest route to making money with the non-invasive vacuum (BBL) butt lift

Wed, 18 Sep 2024 05:00:00 -0500

With the popularity of vacuum (BBL) butt lift treatments, you can make a lot of money. But only if you take the right steps. Learn the steps to take and how to choose the right courses that give you distinct advantages over your competitors and truly set youup for success. All in this episode.

Links mentioned in this episode.

Courses

Booty (and Body) Sculpting Masterclass

Vacuum Therapy Online Certification Course

Resources and Studies cited:

https://movmoreireland.com/blogs/news/non-invasive-brazilian-butt-lift#:~:text=This%20is%20an%20aesthetic%20procedure,a%20fuller%20and%20lifted%20appearance.

https://www.hmpgloballearningnetwork.com/site/woundcare/commentary/history-and-effectiveness-negative-pressure-wound-therapy-part-one

https://www.ncbi.nlm.nih.gov/pmc/articles/PMC5027633/

https://bodycontouringacademy.com/how-to-get-your-clients-better-butts-butt-sculpt-rump-plumper-hip-dip/

https://www.drdanielbarrett.com/procedure/nonsurgical-butt-lift#:~:text=This%20procedure%20is%20an%20excellent,a%20surgical%20Brazilian%20Butt%20Lift.

https://bodycontouringacademy.com/how-to-persuade-clients-to-commit-to-a-body-contouring-maintenance-program/

https://bodycontouringacademy.com/avoid-discounting-your-prices-by-using-these-body-contouring-sales-tactics-instead/

The commercial lease space body contouring business model: how calculated risks lead to big rewards

Wed, 04 Sep 2024 05:00:00 -0500

Looking for the body contouring business model with the biggest payout? Then opening your business in a commercial lease space may be the perfect fit for you. Discover the steps to take to turn calculated risks into big rewards in today's episode.

Links mentioned in this episode.

Courses

Online Courses from the Body Contouring Academy

Podcast Episodes

Is Starting a Mobile Body Contouriing Business Right for You

The Pros and Cons of a Home-Based Body Contouring Business

Articles

About the Body Contouring Academy Founders

How Profitable Body Contouring Business Owners Don't Miss a Single Detail in therir Business Physical Attributes

The Ultimate Guide to the Best Body Contouring Certification Courses

The Key to Aesthetics Business Profitability is Knowing Your Numbers and Following the Money

How to Start a Body Contouring Business with One Online Course

Avoid Discounting Your Prices By Using These Body Contouring Sales Tactics Instead

Resources and Studies cited:

https://wendymaynard.com/the-surprising-reason-you-should-charge-a-premium-price-for-your-services/

The pros and cons of a home-based body contouring business

Wed, 21 Aug 2024 05:00:00 -0500

Did you know that half of all small businesses are started at home? With lower start up and operating costs and super flexibility and convenience, the home-based body contouring business model might be ideal for you too. Find out in this episode as you discover the pros and cons of the home-based business…and get detailed steps to set it up. Tune in.

Links mentioned in this episode.

Why now is the best time to start a mobile body sculpting business

The Comprehensive Guide to Getting Started with Body Contouring

About the Body Contouring Academy

Resources and Studies cited:

https://bodycontouringacademy.com/ultimate-guide-to-the-best-body-contouring-certification-courses/

https://www.careerstaff.com/healthcare-staffing-blog/workforce-solutions/home-health-care-industry-growth/

https://bizee.com/blog/post/shocking-us-home-based-business-statistics

Is starting a mobile body contouring business right for you?

Wed, 07 Aug 2024 09:00:00 -0500

The mobile body contouring business model has emerged as a very viable business model due to society’s demand for convenience and delivered services. Get the details on this model, learn how to set it up, price your services and more…all in this episode. Tune in.

Links mentioned in this episode.

Body Contouring Academy Online Courses

The Comprehensive Guide to Getting Started with Body Contouring Body Contouring 6 in 1 Masterclass

Resources and Studies cited:

https://www.emarketer.com/content/grocery-shoppers-search-of-convenience-shift-spending-online-channels

https://www.linkedin.com/pulse/online-on-demand-home-services-market-2023-growth-sigte/

https://www.yesbodycontour.com/yes-body-on-the-go

https://www.arizton.com/market-reports/body-contouring-devices-market

Want faster results? Prep the lymphatic system before treatments

Wed, 24 Jul 2024 05:00:00 -0500

The need for post-treatment lymphatic support is well recognized, but not so much for pre-treatment lymphatic support. And pre-treatment lymphatic support is critical. ‘Problem areas’ are predisposed to lymphatic congestion (meaning they more likely than not have a buildup of fluids, toxins and other waste) even before you start treatments. In this episode, learn how to prep the lymphatic system using vibration therapy to virtually assure faster and better results.

Links mentioned in this episode.

Whole Body Vibration Course

Lymphatic System article by Cleveland Clinic

Understanding the differences between Emsculpt NEO, EMS and other muscle toning technologies

Wed, 10 Jul 2024 05:00:00 -0500

There are five different muscle toning technologies! What do you know about the differences? Emsculpt NEO vs EMS? CoolTone vs TruSculpt flex? In this episode, learn how each of the five muscle toning technologies work, the benefits delivered by each, how much each of the different machines costs, and more.

Links mentioned in this episode.

EMS Certification Course

Electromagnetic Muscle Stimulation (EMS) Machine on DHGate

Resources and Studies Cited

https://www.omicsonline.org/proceedings/effects-of-electrical-muscle-stimulation-on-waist-circumference-in-adults-a-randomized-controlled-trials-93421.html

https://www.liebertpub.com/doi/abs/10.1089/lrb.2019.0052?journalCode=lrb#:~:text=Instead%2C%20most%20studies%20show%20that,of%20the%20affected%20limb%20tissue.

https://www.ncbi.nlm.nih.gov/pmc/articles/PMC9028295/

Why lipo laser for fat reduction is growing in popularity

Wed, 26 Jun 2024 05:00:00 -0500

Experts say the demand for natural treatments is the future of body contouring. Learn why the healing and natural power of lipo laser’s light therapy to produce inch loss, shrinking rather than destroying fat cells, is quickly rising as a top consumer pick.

Links mentioned in this episode.

The Body Contouring 6 in 1 Masterclass

6in1 Cavitation Machine on Amazon

RESOURCES and STUDIES CITED

https://pubmed.ncbi.nlm.nih.gov/28328287/

https://pubmed.ncbi.nlm.nih.gov/20393809/

https://pubmed.ncbi.nlm.nih.gov/20014253/

https://pubmed.ncbi.nlm.nih.gov/22468172/

https://bodycontouringacademy.com/why-every-body-contouring-menu-needs-this-lipo-laser-stretch-mark-course/

https://bodycontouringacademy.com/lipo-laser-can-do-what-cavitation-cannot-choose-a-cavitation-machine-with-lipo-laser/

https://www.ncbi.nlm.nih.gov/pmc/articles/PMC3769994/

https://www.nutritionaloutlook.com/view/weight-management-market-focuses-on-holistic-health-and-positive-messaging

https://bodycontouringacademy.com/learn-how-to-treat-large-areas-of-fat-with-this-lipo-laser-certification-course/

Cellulite is stubborn: here’s what the experts do

Wed, 12 Jun 2024 05:00:00 -0500

Classic cellulite or linear cellulite? Both are stubborn and hard to treat. Learn how to identify these two distinct body conditions and what technologies your protocols must include to address all of the causes of each one. Tune in so you can treat cellulite the way the experts do!

Links mentioned in this episode.

The Body Contouring 6 in 1 Masterclass

Techniques that transform challenging treatments like fat freezing into positive experiences

Wed, 29 May 2024 05:00:00 -0500

Most non-invasive body contouring treatments are easy, but a few can be hard, like cryolipolysis (fat freezing). In this episode, you’ll get the actionable steps to decrease patient discomfort and anxiety applying the techniques developed by body contouring experts.

Links mentioned in this episode.

Pressotherapy Body Contouring Certification Course

Understanding the risks and side effects of cryolipolysis (fat freezing)

Wed, 15 May 2024 05:00:00 -0500

Cryolipolysis (fat freezing) delivers amazing results, but it carries more risks and potential for side effects than other fat reduction treatments. In this episode, we explore the upsides and downsides of cryolipolysis, the treatment experience, the recovery process, as well as what risks and side effects providers and patients may anticipate.

Links mentioned in this episode.

The comprehensive guide to getting started with body contouring: the foundation for success

Could you pass an exam on the body contouring basics?

Wed, 01 May 2024 05:00:00 -0500

Too many body contouring technicians start out learning a treatment and skimming over the basics. But the fundamentals are everything. Without them, you won’t achieve long-term success. In this episode, you’ll learn about the foundational knowledge you need and how you can easily use the best body contouring handbook to get it.

Links mentioned in this episode.

The unexpected body contouring trends for 2024

Wed, 17 Apr 2024 09:00:00 -0500

The 2024 body contouring trends came as somewhat of a surprise…growing out of the 2023 inception of the new weight loss injections. The side effects of these drugs, saggy skin and loss of muscle mass, have sent the need for radio frequency (RF) skin tightening and EMS muscle toning through the roof. Get all the details in today’s episode!

Links mentioned in this episode.

Electromagnetic muscle stimulation certification course

Semaglutide weight loss podcast

Combining technologies to supercharge your non-surgical BBL butt lift results

Wed, 03 Apr 2024 05:00:00 -0500

Combining body contouring technologies can deliver powerful results. Think multi-technology machines like Emsculpt NEO and the 6in1 Cavitation machine. What about combining two different machines and their technologies? You can if you do it right! In today’s episode, we tell you how we combine vacuum therapy and EMS to deliver the ultimate BBL butt lift results.

Links mentioned in this episode.

The Booty (and Body) Sculpting Masterclass

Electromagnetic Muscle Stimulation Certification Course

Fat reduction? When to recommend detox slimming treatments instead

Wed, 20 Mar 2024 05:00:00 -0500

Complaints of weight gain, ‘feeling plump’ and puffy are commonplace in body contouring. How do you determine if the problems are related to problem fat or to excess fluids and toxins…or both? Do you recommend detox slimming treatments or fat reduction treatments… or both? This episode give you the answers to those questions and more! Tune in.

Links mentioned in this episode.

Vacuum Therapy Machine on Amazon

Vacuum Therapy Certification Course

Body contouring treatments that are ‘secret’ multitasking moneymakers

Pressotherapy Machine on Amazon

Pressotherapy Certification Course

Massage guns are the latest things in fat loss, but what exactly do they do?

Wed, 06 Mar 2024 05:00:00 -0500

Massage guns are no longer just for chiropractors. Body contouring trendsetters are integrating these handy tools in their businesses to deliver great benefits for their patients. In this episode you’ll learn all about vibro-percussion technology, what massage guns can do and cannot do, plus get the steps to do the treatment on your patients. So tune in!

Links mentioned in the episode

Whole Body Vibration Therapy certification course!

Massage Gun on Amazon!

The red light weight loss protocol: weight loss where you want to lose it

Wed, 21 Feb 2024 05:00:00 -0500

Breaking news for weight loss patients! In today’s episode, learn how to help your patients tell their bodies where to lose the weight even without fat reduction treatments, and instead by using diet + exercise…with red and infrared lamp or belt technology. Plus, get the medspa protocol to implement the treatment now!

Links mentioned in this episode.

Whole Body Vibration Therapy Online Body Sculpting Course

Vibration Therapy Machine on Amazon

Red & Infrared Light Therapy Belt on Amazon

Red & Infrared Light Therapy with Stand on Amazon

How to help your patients lose weight even if you don’t offer a weight loss program

Wed, 07 Feb 2024 05:00:00 -0500

Non-invasive body contouring treatments sculpt the body, but don’t lead to weight loss. Problem is many of our sculpting patients want to lose weight too. You can (& should) support their weight loss goals whether you have a weight loss program or not. In this episode, you’ll learn about this easy, effective and inexpensive technology to assist your patients on their weight loss journeys.

Links mentioned in this episode.

Whole Body Vibration Therapy Online Body Sculpting Course

Whole Body Vibration Therapy Machine on Amazon

Semaglutide weight loss: treating the saggy skin and muscle loss left behind

Wed, 24 Jan 2024 05:00:00 -0500

Pounds just melt away for patients using the new semaglutide weight loss drugs. But fast weight loss often comes with a cost. How much do you really know about these prescription weight loss injections…and the benefits your business can reap with the body contouring treatments they need? We share that information in this episode.

Links mentioned in this episode.

Electromagnetic Muscle Stimulation (EMS) Course for Body Contouring

Whole Body Vibration Therapy Online Body Sculpting Course

Why (& how) you should use this machine to start a body contouring practice

Wed, 10 Jan 2024 05:00:00 -0500

Want the best body contouring machine? There’s way too many options. You can’t make a good decision! Cut to the chase instead and choose the body contouring machine recommended by experienced 7-figure body contouring business owners, plus their steps to get your business started. Tune in now.

Links mentioned in this episode.

6-in-1 Cavitation Machine on Amazon

The Sleep-Fat connection and how it impacts your fat reduction results

Wed, 27 Dec 2023 05:00:00 -0500

When it comes to fat reduction results, getting proper sleep post-treatment is as critical as a proper diet. In this episode, get the details of the sleep-fat connection and its relationship to non-invasive fat reduction results, plus a BONUS: post-treatment sleep instructions developed by body contouring experts. Tune in now.

Links mentioned in the episode

Body contouring diet recommendations what to tell your clients.

Body Contouring Academy online courses

How to use body contouring to double your income as an esthetician

Wed, 13 Dec 2023 05:00:00 -0500

In this episode, we unveil the roadmap to double your income as an esthetician with body contouring. We've been there, done that, and now it's your turn. Dive into the body contouring fundamentals, explore cutting-edge technologies and master the art through our turnkey certification courses. Join us in revolutionizing your esthetics business and watch your income soar. Don't just dream it—achieve it. Tune in now!

Explore our certification courses

The Body Contouring 6in1 Masterclass

The Booty (& Body) Sculpting Masterclass

Whole Body Vibration Therapy Body Sculpting Course

The Cryolipolysis (Fat Freezing) Certification Course

The Vacuum Therapy 4in1 Body Sculpting Masterclass

Electromagnetic Muscle Sculpting (EMS) Body Sculpting Course

Check out machines mentioned in this episode.

6 in 1 Cavitation Machine on Amazon

Cryolipolysis (Fat Freezing) Machine on DHGate

Pressotherapy Machine on Amazon

Vacuum Therapy Machine on Amazon

Vibration Machine/Platform on Amazon

Electromagnetic Muscle Stimulation (EMS) Machine on DHGate

The fitness trainer’s business building secrets of vibration technology

Wed, 29 Nov 2023 05:00:00 -0500

A variety of professionals use non-invasive body contouring equipment to improve their patient’s or client’s lives. Fitness trainers are the latest to jump on board. In this episode, learn how whole body vibration therapy, when used in conjunction with an exercise regimen, is a secret weapon for building a fitness trainer’s business because it speeds up and enhances fitness results and makes clients deliriously happy. Tune in!

Links mentioned in this episode

Whole body vibration therapy online body sculpting course

Whole body vibration machine on Amazon

These 6 affordable treatments deliver big rewards for medical spas

Wed, 15 Nov 2023 05:00:00 -0500

Looking for new treatments that will excite your patients without breaking the bank? You don’t necessarily need new solutions with high dollar devices. There are ‘out of the box’ treatments that will excite your patients without breaking the bank. Tune in to this episode to get the scoop on six of these ‘out of the box’ patient-pleasing treatments.

Links mentioned in this episode:

Body Contouring Academy's Online Certification Courses

Electromagnetic Muscle Stimulation (EMS) Certification Course

6-in-1 Cavitation Machine

Machines available on Amazon

Vacuum Therapy

Pressotherapy

Find EMS on DHGate

The #1 way to expand your wellness business: Detox treatments!

Wed, 01 Nov 2023 05:00:00 -0500

From sedentary lifestyles to junk food to being stressed out, your patients need help. Bringing on lymphatic treatments is a sure way to grow your wellness business. The equipment is inexpensive and learning how to operate it is easy. In this episode, you’ll learn about the best detoxification treatments and how to implement them so you can grow your business right away.

Whole Body Vibration Therapy Online Body Sculpting Course

Whole body vibration machine on Amazon

Pressotherapy machine on Amazon

We are amazon associates, so if you click on a link that is a qualified purchase, we may earn a small fee. It comes as no extra cost to you and we only recommend products based on our experience and/or use.

When lipo laser has a definite edge over fat cavitation

Wed, 18 Oct 2023 05:00:00 -0500

Cavitation and lipo laser are two of the three most sought-after fat reduction treatments. While the ‘go-to’ of most practitioners between the two is cavitation, it’s important to know when you should recommend lipo laser instead. Learn the circumstances when lipo laser has a definite edge in this episode.

Links mentioned in this episode.

What are the best fat reduction technologies for your business.

How to evaluate cavitation machines and whether the S Shape is the best cavitation machine to buy

Cash in on fat freezing and keep your treatment rooms booked all day

Wed, 04 Oct 2023 09:00:00 -0500

Fat freezing is a money-maker with many advantages over other fat reduction treatments. For one, who can deny the fact that CoolSculpting advertising has made fat freezing a household name? Learn the other reasons fat freezing is an easy sell and how you can capitalize on fat freezing’s growing demand. Listen and learn now!

Links mentioned in this episode

Cryolipolysis fat freezing certification course

Cryolipolysis fat freezing machine on DHGate

How to evaluate cavitation machines and whether the S Shape is the best cavitation machine to buy

Wed, 20 Sep 2023 05:00:00 -0500

S Shape Cavitation machine: is the latest always the best? Learn the differences between 30k, 40k and 80k cavitation, the significance of the cavitation handpiece power wattage and how to decide if the cost is worth it. Plus, discover our top cavitation picks and why.

Links mentioned in this episode.

6-in-1 Cavitation Machine

Want the perfect consultation? Start with these actionable steps to build rapport

Wed, 06 Sep 2023 05:00:00 -0500

Do you know the perfect consultation follows a strategic formula? One that sells the way your clients want to buy (and they do want to buy!). Rapport-building kicks the formula off. The better the rapport, the more sales you’ll see. Listen to this episode to learn the rapport-building techniques that lead to sales.

Online course link mentioned in this episode:

How to conduct the perfect consultation

The step-by-step body contouring sales playbook for converting your consultations into lifelong clients

The service policies your business needs and how to write them

Wed, 23 Aug 2023 05:00:00 -0500

Inadequate written policies lead to legal risks, lost income, harm to your reputation, and so much more. In this episode, experienced aesthetics business owners outline your must-have service policies and even include examples you can use as a starting point. From sales to refunds to cancellations, no shows to treatment schedule agreements, listen and learn now.

Links mentioned in this episode:

Use this process to determine proper staff compensation for your aesthetic business

Body Contouring Academy’s online certification courses

The best way to evaluate results at body contouring follow ups

Wed, 09 Aug 2023 05:00:00 -0500

Follow up visits should be golden opportunities, but you must handle them the right way. The problem is many follow up visits go awry because evaluating results can be tricky. So in this episode, we show you how to use follow ups to make your patients happy as we share our definitive follow-up visit checklist.

Links mentioned in this episode

Body contouring treatments that are secret multitasking moneymakers

Whole body vibration therapy online body sculpting course

Pressotherapy body contouring course

Cavitation treatment series: how many treatments should you recommend?

Wed, 26 Jul 2023 05:00:00 -0500

Do you find that you’re recommending the same number of cavitation treatments again and again? In this episode, learn how to determine the unique number of cavitation treatments needed to deliver each patient’s desired results every time. Hint: That number is different for every patient. Tune in now!

Links mentioned in this episode.

Considerations when deciding to treat multiple body contouring areas in one visit

Why a comprehensive body contouring protocol should include lymphatic boosters

How to build wow body contouring treatment plans

Launching body contouring: the fundamentals

Wed, 12 Jul 2023 05:00:00 -0500

Launching body contouring? Expertise in fundamentals is the number one predictor of business success. How secure are you with your knowledge of the body contouring fundamentals? This episode breaks down the 12 major non-invasive body contouring technologies, the 3 levels of body contouring machines and the 8 body concerns that bring clients to your door. Tune in to hear a concise review of the body contouring fundamentals every body contouring provider needs.

View the Body Contouring Academy’s Online Courses here.

Why we have three vacuum therapy machines in our med spa

Wed, 28 Jun 2023 05:00:00 -0500

Investing in trendy technologies involves crossing your fingers in hopes they have stay-power. Whereas it’s always smart to invest in a ‘sure bet technology’ with a long track record of success. Vacuum therapy leads the category of ‘sure bets.’ Tune in to this episode to find out why we keep three of these machines busy every day!

Links mentioned in this episode

Vacuum Therapy Online Certification Course

Booty (and body) Sculpting Masterclass

Vacuum Therapy Machines on Amazon

Body contouring treatments that are ‘secret’ multitasking moneymakers

Wed, 14 Jun 2023 05:00:00 -0500

How would you like to return emails, set up rooms and answer phones at the same time you’re performing a body contouring treatment? And we don’t mean by cloning yourself. The secret is using the multitasking moneymakers…‘Set It and Exit’ treatments. Listen to this episode to learn what Set It and Exit treatments are and how to implement them in your business, then watch your profits grow! Tune in!

Links mentioned in this episode:

Whole Body Vibration Body Sculpting Course

How to take fat reduction to the next level and dominate your market

Wed, 31 May 2023 05:00:00 -0500

Fat reduction treatments are popular for good reason. They work. But to take your business to the next level, you need to go beyond meeting inch loss expectations and delight your clients with supercharged results instead. In this episode, learn how we did just that and have dominated our market for the past eight years…then use our methods to dominate your market. Listen now.

Links mentioned in this episode

The Ultimate Guide to the Best Body Contouring Certification Courses

Cryolipolysis (fat freezing) Certification Course

Whole Body Vibration Therapy Body Sculpting Course

Electromagnetic Muscle Stimulation Certification Course

Not all leads are good: how to attract good leads that will convert to paying customers

Wed, 17 May 2023 05:00:00 -0500

Ignore statistics when you’re evaluating the quality of lead generation. More leads does not always mean more money. Lead quality counts. Unqualified leads and leads that are way off your target market will never amount to a payday. In today’s episode learn the marketing tactic we used and how we used it to build our 7-figure business. Why? It practically guarantees to turn leads into paying customers. Tune in now.

Links mentioned in the episode

Online Marketing Course: Marketing Body Contouring

Sculpt Away website home page

Sculpt Away's treatment page

Sculpt Away's SculpSure page

A 20-minute guide to a money-making marketing channel mix for your body contouring business

Wed, 03 May 2023 05:00:00 -0500

There’s high demand for body contouring. But there’s also more competition. Which means you have little room for error in your marketing plan. In this episode, we discuss (1) your marketing channel and advertising options and (2) give you our proven body contouring marketing channels mix, in an easy to implement step-by-step format.

Marketing course link mentioned in this episode:

Marketing Body Contouring

The foundational marketing moves made by the most successful body contouring business owners

Wed, 19 Apr 2023 05:00:00 -0500

Discover the foundational marketing steps that most small businesses fail to take…but the most successful businesses do. Whether you’re a brand new body contouring business or you’ve been in business for years, if you apply what you will learn in this episode you are practically guaranteed to send your sales soaring.

Course link mentioned in this episode

Marketing Body Contouring

How to create your body contouring website easily and inexpensively

Wed, 05 Apr 2023 05:00:00 -0500

No website yet? We bet you’re scared of the cost and afraid of not knowing what to do. You won’t reach your business goals without a website. So in this episode, we detail the two steps you need to take so you can easily create an affordable body contouring website - sooner rather than later.

Links mentioned in this episode.

Body Contouring Marketing Course

Want leads? 6 reasons to use social media marketing in your body contouring business

How much does it cost to start a body contouring business?

Wix.com

Why cellulite is so hard to treat and treatments that really reduce it

Wed, 22 Mar 2023 05:00:00 -0500

Ever wonder why cellulite is so hard to treat? Most treatments don’t address all of the causes of it. Cellulite is not just a fat problem; it has FOUR distinct causes. Listen in to this episode to get in-depth knowledge about the four causes and discover the two treatments that address all four and really reduce it.

Links mentioned in this episode

Vacuum Therapy 4-in-1 Masterclass

How established treatments like ultrasound fat cavitation grow your body contouring business

Wed, 08 Mar 2023 05:00:00 -0500

Consumer demand for body contouring is at an all time high with no signs of slowing. The interesting thing is that while manufacturers release new machines to keep up with the demand, the majority of consumers seem to prefer the established technologies with proven track records and affordable treatment prices. In this episode, learn all about ultrasound fat cavitation technology and how to get your body contouring certification for fat cavitation, radiofrequency and lipo laser and start performing the treatments right away.

Course link mentioned in this episode:

Why you can (and should) hack your client’s lymphatic system to get better and faster body contouring results

Whole body vibration therapy: business builder, client pleaser and results booster

Wed, 22 Feb 2023 05:00:00 -0500

Vibration therapy is one of our favorite technologies. It does what no other technology can do. With our walk-in protocol, vibration therapy delivers ‘best results,’ keeps patients coming back for more, sells more services and grows our business. In this episode, we share how our walk-in protocol works and show you how you can use our walk-in protocol to prosper too.

Links mentioned in this episode:

Whole Body Vibration Therapy Online Body Sculpting Course

Why Electromagnetic Muscle Stimulation (EMS) muscle toning should rank high on your most wanted list

Wed, 08 Feb 2023 05:00:00 -0500

Many clients are no longer satisfied with fat reduction alone. They want toned and defined muscles. So if you’re not offering muscle toning treatments yet, listen to this episode to learn how EMS treatments can supercharge your revenue AND give your clients what they want in a budget they can afford.

Links mentioned in the episode

Can we finally treat visceral fat? A recent study says, YES!

Electromagnetic Muscle Stimulation Certification Course

Body contouring certification answers to just about all of your questions

Wed, 25 Jan 2023 05:00:00 -0500

What is a body contouring certificate and where will it be recognized? Do I need certification if I am a licensed professional? These how-to-get-started in body contouring questions - and more - answered in this short and to-the-point episode.

Links mentioned in the episode:

Booty (& Body) Sculpting Masterclass

Cryolipolysis (Fat Freezing) Certification Course

Vacuum Therapy 4-in1 Masterclass

How to use the low cost body contouring startup model to create your dream career

Wed, 11 Jan 2023 05:00:00 -0500

If you want to start in body contouring but think you can’t afford it, this episode is for you. We tell you step-by-step how to do it and dollar-by-dollar how much you’ll spend. And with our low cost body contouring business startup model, you don’t have to quit your job and you can spread out your (minimal) spending over time. Tune in now.

Links mentioned in this episode

Body Contouring Academy

Equipment Search

Body Contouring Blogs

7 body fat facts to help clients trim inches

Guarantee success using the 6 most popular body contouring treatments

How to choose the best body contouring machines for your business

Body Contouring 6 in1 Masterclass

Body Contouring Marketing

Of course you’ll love body contouring but how much money will you make?

Wed, 28 Dec 2022 05:00:00 -0500

Studies show that people who love their jobs earn the most money. Maybe that’s why careers in body contouring pay so well. Listen to this episode to find out the many career paths you can take with a body contouring career and exactly how much money you can make with as a body contouring professional.

Links mentioned in this episode

5 incredible benefits digital courses offer professionals

An entrepreneur's guide to starting a home-based body sculpting business

7 steps to going all out to open your body contouring business (with a FREE pdf guide)

Body Contouring Online Certification Courses

Should you add the Pressotherapy Machine or the Vibration Platform to optimize results from fat reduction treatments?

Wed, 14 Dec 2022 05:00:00 -0500

As a body contouring professional, you know you should incorporate one of the leading lymphatic drainage therapies, Pressotherapy or Vibration Therapy, in your menu. But there are significant differences between the two. How do you choose? In this episode, we give you details about each therapy so you know which one is right for your body contouring business.

Links mentioned in this episode:

Podcast: Why you can (and should) 'hack' your client's lymphatic system to get better and faster body contouring results

Pressotherapy Machine on Amazon.com

Certification Course: Pressotherapy body contouring course

Blog: Use our secret tactic to increase revenue and grow your medical spa

Whole Body Vibration Machine on Amazon.com

Certification Course: Whole body vibration therapy online body sculpting course

How to know which body contouring certification programs will set you up for success

Wed, 30 Nov 2022 05:00:00 -0500

With the rising costs of just about everything these days, we tend to overfocus on cost. But the level of your body contouring skill and expertise, and the ultimate success of your business, depends on the quality of your education. Not the cost. In this short episode, we give you the six qualifications that body contouring educational providers/companies should have, and if they don’t, you should keep shopping.

Our pick: The best body contouring certification course to start your body contouring business

Wed, 30 Nov 2022 05:00:00 -0500

Don’t know which certification course is best to start a body contouring business? We know it’s difficult to sift through all the information, especially when there’s so many great body contouring treatments and technologies. So in this episode, we give you the best place start and tell you why.

Links mentioned in this episode:

Body Contouring 6 in 1 Masterclass

Cryolipolysis (fat freezing) Certification Course

Evaluating Vacuum Therapy Training: Booty or Body or Both

Wed, 16 Nov 2022 05:00:00 -0500

Choosing the vacuum therapy training course that’s right for you and your business can be hard. We at the Body Contouring Academy even offer two vacuum therapy certification courses - one focuses on body and the other on booty. In this episode, we break down our courses and show you how to choose the best vacuum therapy certification course for you and your practice.

Links mentioned in this episode

Vacuum Therapy 4in1 Masterclass: The Comprehensive Blueprint

The Booty (and Body) Sculpting Masterclass

Coolsculpting Certification and Cryolipolysis Certification: clearing the confusion

Wed, 02 Nov 2022 05:00:00 -0500

Do you get a coolsculpting certification when you take a fat freezing certification (cryolipolysis) course? The answer is long and complicated. And as a body contouring professional it’s an explanation you need to know. And to understand fully, you need to learn about the three levels of non-invasive body contouring equipment. Listen in to this information-packed episode to elevate your body contouring knowledge.

Links mentioned in this episode

Cryolipolysis (fat freezing) Certification Course

Body Contouring Academy Online Courses

Guidelines surrounding proper staff compensation for the aesthetic business owner

Wed, 19 Oct 2022 05:00:00 -0500

Setting staff compensation for your aesthetic business is hard. But it’s easier when you use our process. The process leads you through every compensation decision…like methods of pay (salary, hourly, commission), benefits, perks, incentives, rewards, tips, bonuses, laws…and what you can afford to pay. Learn how to set proper staff compensation in this episode.

Links mentioned in this episode:

Fair Labor Standards Act

Blog Article: You can't build a great body contouring business unless you hire the right people and fire the wrong ones

The ONE body contouring DIET that maximizes fat loss for your fat reduction clients

Wed, 05 Oct 2022 05:00:00 -0500

The goal with any diet during the course of our treatments is to maximize fat loss from the treatments - it’s not weight loss. So we should give our clients specific diet instructions to maximize fat loss from treatments. Problem is, most body contouring professionals are not nutrition specialists. So in this episode, we give you that information as we break down different diets and reveal the what, how and why of the Body Contouring Diet we’ve developed and use in our medical spa. Tune into the episode!

Blog article link mentioned in this episode:

Weight loss or fat loss for body shaping: 7 teaching points for your clients

Body contouring success is all about how you market what you do

Wed, 21 Sep 2022 05:00:00 -0500

Want to turn your leads into six or even seven figures? These four Marketing Rules did just that for our medical spa and they will do the same for your business. Join us in this episode as we reveal the steps you need to take to take your business to the next level.

Links mentioned in this episode:

5 compelling reasons why you must use video testimonials

A 7-figure med spa’s secrets to turn leads into appointments

Body Contouring Academy’s Certification Courses

The formula for building body contouring treatment plans that deliver every time

Wed, 07 Sep 2022 05:00:00 -0500

Clients often request to undergo fewer treatments than you recommend. If you go along, you might close the deal but you will be under-treating. Your client’s results will be lackluster and she won’t be happy. In this episode, we give you our how-to formula to create Treatment Plans that will lead to great results AND convince your clients to follow your advice.

Links mentioned in this episode:

Why you must start every body contouring consultation with this Needs Assessment Form

Why a comprehensive body contouring protocol should include lymphatic boosters

How to price your body contouring treatments to maximize profit

Stop discounting! Use these 5 proven sales tactics to boost sales and generate income instead

Wed, 24 Aug 2022 05:00:00 -0500

Discounting harms your business in so many ways, and the truth is, you don’t have to do it. In this episode we explain the reasons discounting harms your business and then reveal the 5 sales tactics we have used throughout the years instead of discounting to boost traffic and generate income. And you can easily use them too.

Link mentioned in this episode

Secrets to setting up a highly profitable membership program

The many advantages of starting your body contouring business during hard times

Wed, 10 Aug 2022 05:00:00 -0500

Though it may sound absurd, hard times are absolutely the best time to start your body contouring business. If it’s been your dream to start a body contouring business, this episode is one you don’t want to miss. Tune in to learn the five huge advantages of getting started with your body contouring plans now.

Links mentioned in the episodes:

Body Contouring 6-in-1 Masterclass

An entrepreneurs guide to starting a home based body sculpting business

Why now is the best time to start a mobile body sculpting business

Recession solutions that will bring prosperity to your body contouring business

Wed, 03 Aug 2022 05:00:00 -0500

Has the recession impacted your body contouring business yet? If not yet, it will. And it’s time to position yourself and your business for greater success in the long term. In this episode, we give you the solutions we used to endure and thrive during the ‘Great Recession of 2008,’ so you can face the changes ahead with confidence.

Blog link mentioned in this episode:

A 7-figure med spa’s secrets to turn leads into appointments

The Body Contouring Academy Membership: A forum for passionate body contouring students and professionals

Wed, 27 Jul 2022 05:00:00 -0500

Announcing the Body Contouring Academy Membership! A forum in which our current and former students, professionals, and BCA faculty can ask and answer questions, get advice, network, and so much more. Learn how you can become a member of this exclusive group. Tune in to this episode and get all the details!

Links mentioned in this episode

Body Contouring Academy Membership Rules and Standards of Conduct

The best way to get started in body contouring: Combo Skin Tightening and Body Contouring Certification Course

Wed, 13 Jul 2022 05:00:00 -0500

Are you overwhelmed by so many body contouring course choices and confused about where to start? Liisten to this episode. We tell you the best way to get started and our number one ‘first body contouring course’ recommendation. We also discuss technologies and treatments and tell you what body contouring clients want.

Links mentioned in the episode:

Why this ultrasound fat cavitation certification course is smart

Tighten tummies and boost your income with a radiofrequency (RF) skin tightening course

Learn how to treat large areas of fat with this lipo laser certification course

Body Contouring 6-in-1 Masterclass

How to help your clients turn ‘Hip Dips’ into an hourglass figure

Wed, 29 Jun 2022 05:00:00 -0500

Hip Dips are a normal variation of skeletal anatomy, but the problem is…your client cannot achieve an hourglass figure if she has Hip Dips. Stay tuned to this episode to get the details on the Hip Dips condition, learn about Hip Dips Reduction, and discover how easily you can get certified.

Links mentioned in this episode:

Electromagnetic Muscle Stimulation Certification Course

Blog: How to help clients reduce hip dips.

How to contour a cinched waist hourglass figure using advanced waist cinching techniques

Wed, 15 Jun 2022 05:00:00 -0500

When it comes to an hourglass figure, besides treatments to enhance booties, we should offer treatments to cinch the waist. After all, an hourglass figure is defined by the “waist-to-hip ratio.” Tune in to this episode to learn about our advanced waist cinching techniques and protocol, and how you can use them to get your clients a cinched hourglass waist.

Course link mentioned in this episode:

Why losing weight won’t reshape your client’s body

Warning! Dead Butt Syndrome is a real condition that can prevent good butt sculpting results

Wed, 08 Jun 2022 05:00:00 -0500

Dead Butt Syndrome. A real thing with a funny name….but it’s a serious and common condition that could prevent your clients from getting good results from your non-invasive butt lift treatments. Tune in to this episode to learn all about it, how to recognize it, how to prevent it, and how to reverse it.

Butt sculpting science, advanced techniques, and new treatments

Wed, 01 Jun 2022 05:00:00 -0500

There’s new advanced techniques for non-invasive butt enhancement. And new treatments, the Rump Plumper and Hip Dip Reduction. With these advanced techniques comes the need for deeper knowledge of the anatomy and physiology of the gluteal region. Join us in this episode to get your A&P primer, get the scoop on the new treatments, and discover how you can become the butt enhancement expert in your market!

Links mentioned in this episode:

Booty and body sculpting masterclass

Body Contouring Academy Online Certification Courses

Weight Loss vs Fat Loss: why losing weight won’t reshape your client’s body

Wed, 18 May 2022 05:00:00 -0500

How well do your clients understand the differences between weight loss and fat loss when it comes to sculpting their bodies? Do they ever tell you “I need to lose weight first before undergoing treatments?” In this episode, we break down the differences and give you seven easy teaching points to help them understand that weight loss will not reshape their bodies, but non-invasive fat reduction will.

Links mentioned in this episode:

Why you can and should hack your clients lymphatic system to get better and faster results

When fat freezing goes wrong

Whole body vibration therapy online body sculpting course

How to help your clients fade stretch marks away with Lipo Laser stretch mark treatments

Wed, 04 May 2022 05:00:00 -0500

There’s a huge market for stretch mark reduction. Nearly 90% of the population has them. In this episode, learn what stretch marks are exactly, who they affect, how you can dramatically improve your clients lives using Lipo Laser to fade stretch marks away, and how to easily add it to you menu with our Body Contouring 6 in1 Masterclass.

View Body Contouring Certification Course

Steps to take when a body contouring competitor copies your business

Wed, 20 Apr 2022 05:00:00 -0500

What do you do when someone copies your business? It happened to Kristy, one of our students. A copycat body contouring competitor set up shop just one block away from her body contouring business. Learn how she handled it, plus get our Do’s and Don’ts, and our advice on how to prevent it in the first place. All in this episode. So tune in.

Links mentioned in this episode:

How to use your brand to attract more body contouring clients

How to set your medical spa apart from and above your competitors

Wow differentiator: critical step building profitable body contouring business

Whole body vibration therapy online body sculpting course

When sculpting two areas in one day is (& is not) best for your client and your business

Wed, 06 Apr 2022 05:00:00 -0500

We love motivated clients who want to reduce fat in multiple areas. But should you always say yes to a client who wants to treat, for example her abs and thighs, during the same visit? Though in most cases it’s safe to treat two areas in one day, there are some instances when it may not be best for your client or for your business. Tune in to get the how-to to solve this dilemma.

Links mentioned in this episode:

Lymphatic booster therapies

Vibration therapy

Pressotherapy

Benefits of whole body vibration

the-synergistic-benefits-of-whole-body-vibration-therapy-and-non-invasive-body-contouring

Why you can (and should) ‘hack’ your client’s lymphatic system to get better and faster body contouring results

Wed, 23 Mar 2022 05:00:00 -0500

Like it or not, our clients base their perception of how good our treatments work and how talented we are, on their results. Our technology does the actual damage to the fat cells, but our client’s bodies have to pick up where the treatment leaves off. That’s where one of our biggest secrets comes into play. Listen in to learn about easy-to-implement Lymphatic Boosters, how they not only bring great results, but how they also bring your business more profits too!

Links mentioned in this episode:

Whole body vibration therapy online body sculpting course

Vacuum therapy certification course

Pressotherapy body contouring course

Endospheres therapy cellulite reduction plus holistic wellness benefits

Improve non-invasive body contouring results with cupping

Do you need a license for body contouring (in the USA)?

Wed, 09 Mar 2022 05:00:00 -0500

Do you need a license for body contouring? What are the federal, state, local and professional licensure requirements? Simple questions with stealth like answers. In today’s episode, we give you those answers. And we tell you how you can grab a copy of our FREE State by State License Requirements Resource Directory…so you can dive right in and get started with non-invasive body contouring now!

Links mentioned in this episode:

What are the Body Contouring Business Licensing Requirements

CityApplications.com

SBA.gov

Why should a Radiofrequency Skin Tightening online certification course be on your radar?

Wed, 23 Feb 2022 05:00:00 -0500

When it comes to loose skin, there are no effective remedies except body contouring treatments. That’s why Radiofrequency (RF) Skin Tightening is a must-have for any body contouring practice. It’s effective for your clients. It’s profitable for you. In this episode, we dive into skin laxity and discuss how radiofrequency technology reverses the problem, talk about RF machines, and give you the scoop on the online RF certification course.

Links mentioned in this episode:

https://bodycontouringacademy.com/online-courses/

https://bodycontouringacademy.com/body-contouring-6-in-1-masterclass/

The 6 hottest body sculpting treatments for your business may surprise you

Wed, 09 Feb 2022 05:00:00 -0500

Offering the most popular body sculpting treatments is a must for any body contouring business. But how do you know which treatments to include on your menu? Maybe you think you should offer ‘the latest’...but is that right? Listen to this episode to discover the 6 top body contouring treatments for your business. You may be surprised!

Links mentioned this episode:

Body Contouring 6 in 1 Masterclass

Vacuum Therapy 4 in 1 Masterclass

Electromagnetic Muscle Stimulation Certification Course

How to start your body sculpting business after getting certified in body contouring

Wed, 26 Jan 2022 05:00:00 -0500

Want to start body contouring, but not sure how? This episode details three different body sculpting business models so you can choose which is right for you…then get the FREE step-by-step Guide and get your business started! And if you’re not certified yet, check out our 6-in-1 Body Contouring Masterclass. It’s the number one certification course to start your biz.

Click the link below to learn more about a mobile body sculpting business.

https://bodycontouringacademy.com/why-now-is-the-best-time-to-start-a-mobile-body-sculpting-business/

Click the link below to learn more about a home-based body sculpting business.

https://bodycontouringacademy.com/an-entrepreneurs-guide-to-starting-a-home-based-body-sculpting-business/

Click the link below to learn more about a lease-space body sculpting business.

https://bodycontouringacademy.com/7-steps-to-going-all-out-to-open-your-body-contouring-business-with-free-pdf-guide/

Why you’ll be the go-to body contouring provider with a Cryolipolysis (Fat Freezing) certification course…it has everything to do with Coolsculpting

Wed, 12 Jan 2022 05:00:00 -0500

How many times do you get asked if you do Coolsculpting? Would you like to answer ‘yes’? Listen to this episode to learn all about the cryolipolysis fat freezing technology, get the skinny on Coolsculpting (it may surprise you), and find out about our cryolipolysis fat freezing certification course.

What laser lipolysis (laser lipo) can do that no other body sculpting treatment can

Thu, 30 Dec 2021 05:00:00 -0500

What do you know about laser lipolysis, the destruction of fat by a laser. Lipo Laser is a non-invasive form of laser lipolysis. And it can do something no other body sculpting treatment can do. If you’re not offering it, you should consider getting started on the lipo laser certification course. Listen to this episode to learn what makes Lipo Laser unique, and what it can do for your clients...and your business.

How to choose the best body contouring machine for your business

The steps to selecting the best body contouring machines for your body sculpting business

Thu, 16 Dec 2021 05:00:00 -0500

Your choice of body contouring machines is critical to your business success whether you’re brand new to the body sculpting business or adding body contouring services to your existing business. But how do you choose when there are literally thousands of choices? Listen to this episode. We explain how to make the smartest machine purchase decisions, and share the process we’ve used to build our 7-figure medical spa.

Links from this show:

How much does it cost to start a body contouring business

Vacuum Therapy 4-in-1 Masterclass

Electromagnetic Muscle Stimulation (EMS technology)

Whole Body Vibration Platform (Vibration technology)

Scientists have discovered how to make fat cells burn calories.

Thu, 02 Dec 2021 05:00:00 -0500

Researchers have successfully genetically altered fat cells to make them burn calories. Will this breakthrough eliminate the need for fat reduction treatments in the future? What does this breakthrough, and others like it, mean for the non-invasive body contouring business? Tune in to this episode to hear our discussion and answers to all of these questions.

Why Vacuum Therapy Butt Sculpt fast tracks your body contouring business

Thu, 18 Nov 2021 05:00:00 -0500

Curvy enhanced booties have been all the rage for several years...and the desire for them is not going away anytime soon. Learn about vacuum therapy technology, the vacuum therapy butt sculpt (aka non-surgical brazilian butt lift) treatment, the vacuum therapy 4-in-1 Masterclass...and how you can use this one technology to treat four different body conditions, and yeilds incredible income potential.

Vacuum Therapy 4-in-1 Masterclass course link:

https://bodycontouringacademy.com/vacuum-therapy-online-certification-course/

When fat freezing goes wrong

Thu, 04 Nov 2021 05:00:00 -0500

Non-invasive body contouring technology is safe and effective, but it does not come without risk. PAH after cryolipolysis has come into the public eye recently due to a decidedly public lawsuit brought by supermodel Linda Evangelista. Listen to this episode to get the very latest on this devastating side effect, PAH.

Visit www.bodycontouringacademy.com to learn more about non-invasive body contouring.

Why digital courses build highly successful body contouring businesses

Thu, 21 Oct 2021 05:00:00 -0500

We are so often asked, “Are all of your courses online?” And, “How do I learn how to perform the treatments online?” We break down our answers to both of these questions in this podcast. In our experience, online learning students become highly skilled body contouring technicians and build highly successful body contouring businesses...much more often than those who attend in-person workshops. Listen to our reasons, and see if you agree.

Visit www.bodycontouringacademy.com to learn more about non-invasive body contouring.

What to tell your clients about belly fat

Thu, 07 Oct 2021 05:00:00 -0500

Do your clients complain of belly fat? What do you tell them. In this episode, you’ll learn what to tell them. We share the 7 reasons why clients can’t get rid of belly fat and why they need body contouring treatments.

Endospheres Therapy: cellulite reduction PLUS holistic wellness benefits

Wed, 29 Sep 2021 09:00:00 -0500

“We’re seeing a swing in the aesthetics industry for treatments that have a

serious holistic wellness punch, especially coming out of the pandemic.”

It’s no wonder that a machine that provides cellulite reduction,

muscle toning, improved collagen and elastin, and body

contouring benefits - PLUS - serious holistic health and wellness

Benefits - is a red hot commodity. Delaney Allen-Mills, Director of

Training and Quality at Artemis Distribution, joins us to give us all the

scoop.

Body Contouring 6 in 1 Masterclass

Thu, 23 Sep 2021 09:00:00 -0500

Now’s the time to start your own body contouring business or add body contouring to your existing business. In today’s episode, we unveil the ultimate body contouring certification course, our Body Contouring 6 in 1 Masterclass. Includes fat cavitation, RF skin tightening, lipo laser, vacuum and LED technologies...all with just one 6 in 1 machine.

For more information & to enroll in the 6 in 1 Body Contouring Masterclass: https://bodycontouringacademy.com/body-contouring-6-in-1-masterclass/

Cryoskin fat reducing tissue toning machine…offering 30 day Cryoskin Free Trials for Qualified Providers

Wed, 15 Sep 2021 05:00:00 -0500

“We want to build a community of successful entrepreneurs who empower

their clients to be comfortable in their own skin.” In this episode, we are

joined by Delaney Allen-Mills, Director of Training and Quality at

Artemis Distribution, filling us in on the remarkable ‘Cryoskin.’ She not only tells

us all about the fat reducing, tissue tightening and cellulite smoothing

benefits of Cryoskin, but gives us insider information about the 30 day

Cryoskin Free Trial and many other perks offered to qualified providers.

MEGA SUCCESS with SCULPSURE: Two Sculpsure devices completely booked out with plans to buy a third

Wed, 28 Jul 2021 09:00:00 -0500

“There’s not a better device (Sculpsure) on the market right now for permanent fat reduction.” In this episode, we interview Jesse Eslora, co-owner of Sculpt Away med spa in San Antonio, www.SculptAway.com, about how he has achieved mega success with Sculpsure. His med spa runs two Sculpsure devices full time and he has a need for a third.

Amazing one year path to building a super successful new body contouring business using the 6 in 1 Cavitation Machine.

Tue, 27 Jul 2021 09:00:00 -0500

In this episode, we’re joined by Christine Curry of SnatchedBodies_Spa of Fredrick, Maryland. Just 24 years old, Christine went from full time Amazon employee to owning and operating her own body contouring business within the period of just one year. And even more remarkable? She did it with just one device, the 6 in 1 Cavitation Machine. Hear her inspiring story as she describes each step of her journey. Connect with Christine on Instagram @SnatchedBodies_Spa

Now that the 🤒 Pandemic is over…we can get back to body contouring!

Wed, 21 Jul 2021 09:00:00 -0500

Listen as Shannon and Kay reintroduce the Body Contouring Academy, the Proven Profits Podcast, and themselves to the audience. And how they want YOU, the aesthetic provider, to tell your body contouring business success story on the podcast. Contact them to tell your story!

Show the World your Patients Love You by using this Proven Formula to Dramatically Increase your Reviews and Testimonials

Tue, 09 Jun 2020 05:00:00 -0500

If you’ve followed us at all, whether you’ve listened to our podcasts or taken one of our courses or you are an Academy member, you know we urge you to get as many positive reviews, testimonials and patient videos as you can get.

You want to show the world that you do excellent work, that your patients love their results and that your patients love you and your team.

But often times, even though your patients are very happy, they have some hesitation and reluctance in going on video or even writing a review. Does your team struggle with convincing patients to leave a review or provide a testimonial? What are some ways to convince your patients to help you out with their testimonial or review?

We’ll answer all of these questions - and more - in this episode. We’ll show you how to show the world your patients love you. Let’s dive on in.

First, you must know how to determine if the time is right to ask.

Then, you have to take specific steps.

So let’s start with how to identify when the time is right to ask and then take a look at some steps to get those reviews and testimonials.

First, you must be able to determine the right time, in other words, identify the right opportunity.

How do you identify good opportunities for reviews and testimonials?

Opportunities present themselves in three ways.

Can arise when you expect them
Can arise unexpectedly
You can strategically create them

Let’s take a look at each of these individually.

Opportunities that arise when you expect them

Look for these opportunities during visits that involve patients evaluating their progress.

Follow Up Visits

Opportunity arises with patients very excited about reduction or other good results
Tell the patient how excited you are
Ask her to share her story with a Video Testimonial...Now
In other words, get her while she is hot
These patients will be your very best opportunity to get video footage
If the patient wants to delay it to a later day “to look better,’ tell her it won’t take long and she looks beautiful
Ask her specifically, “Will you please do us this favor?”

Remember the Principle of Commitment, wanting to stay true to previously held beliefs? Put it into play here.

The patient made a commitment to choose your facility for treatment, to choose a specific technology you offered for treatment and now she has good results. She should want to do you a favor. It holds consistent with her previously stated commitments.

You should know this. The patient’s excitement and enthusiasm wanes once she leaves your practice. So if all fails, and she insists on coming back another day, offer her an incentive to return. Make sure this incentive is customized to the patient’s goals.
Also, make sure the patient knows you are blocking out a specific amount of time for her and that you will be waiting to see her back and will have her gift for her when she returns.

These actions call into play the Principle of Reciprocity. You are doing her a favor; thus, she’ll feel compelled to return with a favor for you.

What about Opportunities that arise unexpectedly, during other visits or even during phone conversations?

May arise when chatting before, during or after a treatment
May arise when speaking to the patient over the phone
Usually arises when discussing the patient’s progress
Patient may be very happy with her progress, maybe she is fitting into clothes she hadn’t worn for years or her best friend noticed the changes in her body
Perfect opportunity to ask for a review or testimonial
Get her while she’s hot
Depending on how excited she is, she may agree to appear in video
Then follow the same steps in getting an agreement for the video or review as you did with follow up visits
If she declines the video, ask for written review and provide an incentive

Expert Tip: You will find it a lot easier to get agreement from the patient to appear in a video if your team has appeared in videos. So make sure you have videos on your website, social media, and/or playing in your office featuring your team.

The third way in which opportunities for reviews can arise is when you

Strategically create Review Opportunities

You do this by

Selecting patients whom you know are your fans
Send a text message to them asking them for a favor
Ask for the Review
Make it user-friendly - include a link
Tell them they can claim a reward for doing the favor
Give the patient 2 choices of rewards

We send texts to about 5 patients each week. Overall, we have about a 40% - 50% cooperation rate. We love their sincere, positive reviews. And the patients love their rewards.

That brings us to our Action Step for this episode.

Create a protocol that identifies review and testimonial opportunities and the steps your team should take with these opportunities. Make it easy and use our steps.

That’s it for today. Stay tuned and subscribe so you don’t miss a single episode.

Bye for now from Kay and Shannon at the Body Contouring Academy’s Proven Profits Podcast.

The One Physiological Process you must know for Amazing Results and Ecstatic Patients

Tue, 02 Jun 2020 05:00:00 -0500

When you have a non-invasive body contouring practice, no matter what technology you use, you must have a firm grasp on the lymphatic system. That’s because the lymphatic system plays an integral role in every single non-invasive body contouring treatment out there.

And you will likely not achieve good body contouring results in the absence of healthy lymphatic flow.

So listen up. In today’s episode, we’re going to give you a detailed refresher course in the all-too-often overlooked, yet most significant physiological system (at least in the world of body contouring), ...the lymphatic circulatory system.

Though the lymphatic system serves two other extremely important functions, fatty acid transport and in ensuring our immune health, the crucial function we’re discussing today is its role in removing fluids, waste and toxins from our bodies.

So what is the common role the lymphatic system plays in every non-invasive body contouring treatment? The lymphatic system must mobilize and eliminate fats, waste and other debris left behind after the technology has caused its damage or destruction.

So it doesn’t matter if you are performing Zerona and you must eliminate the lipids that leaked out into the interstitial space from the damaged fat cell membranes or if you are performing SculpSure and you must eliminate the destroyed fat cells and other debris, it’s up to the lymphatic system to drain and eliminate what has been left behind.

Just a bit ago, we said the lymphatic circulatory system. Did you catch it? That’s right. The lymphatic system is a second circulatory system in our body, the first being our blood circulatory system.

But unlike blood circulation, which moves actively because of our heart pumping, lymphatic drainage is a passive drainage system. The heart does not move it.

Hippocrates once described our lymphatic system as carrying our “white blood.” That so-called white blood is called lymph and you have to keep the lymph flowing for healthy function.

Think of the lymphatic vessels as a giant drainage system for the body. And just like the sink getting clogged at your home and not draining, if that lymphatic drainage slows down or gets held up in your body, you are not going to get rid of the fluids and waste properly. When that happens with your patients, they won’t be able to see the reduction because the waste and fluids are still present in the body creating an increase in size.

So we need good lymphatic function. For healthy lymphatic flow, the lymphatic system needs

Movement by the body
Hydration
Deep Breathing
Proper Nutrition
Low Stress Levels

Let’s break these down.

Movement

Our bodies were designed to move.

Lymphatic vessels require body movement for activation

Hydration

Adequate hydration is necessary to keep lymph flowing freely

We’re talking water, not other beverages

In fact, lymph is comprised of 95% water

Deep Breathing

Deep breathing, diaphragmatic breathing calms the nervous system

And moves lymph through the chest and liver areas

Proper Nutrition

The more nutrient dense your diet, the less chemicals to process

The lymphatic system is especially vulnerable to foods that stress your

digestive system

Your digestive system is particularly intertwined with your lymphatic system

The largest collection of lymphatic vessels are located in your gut

Low Stress Levels

Biochemical changes caused by stress inhibit lymphatic activity

High levels of stress hormones interfere with the lymphatic function

Even the stress of the treatment can cause a slow down

Unfortunately, many or most of our patient’s lifestyles are especially vulnerable to inefficient lymphatic function.

That’s because most don’t exercise regularly due to busy lifestyles, many must sit at desks all day long for their jobs, most suffer from some kind of chronic stress (even if it’s limited to traffic on their daily commute), and most don’t meet daily nutritional requirements and really just eat poorly because their hectic schedules mandate eating on the go.

The bottom line. You have a duty to educate your patients about making efforts to make some changes. You have a duty to assist your patients with these simple lifestyle adjustments, those including natural methods, and by offering lymphatic assist treatments and products designed to optimize lymphatic function.

We have found the most patients believe (and will even tell you) they live healthy lifestyles but when you start quizzing them about the specifics of their lifestyles, you will find this is just not true. They need our help.

That takes us to our Action Step for this episode. What will you do to help your patients improve lymphatic function through natural lifestyle adjustments? How will you educate your patients about the lymphatic system and its role in getting the body they desire? What lymphatic assist treatments will you offer? And what products will you recommend and carry?

That’s it for today’s episode but stay tuned. In future episodes, we will discuss simple systems and methods you can use to educate your patients about the lymphatic system, about treatments you can offer patients to assist their lymphatic functions and about products you can offer that are specifically designed to promote a healthy lymphatic process.

So, don’t take a chance on missing out on these episodes. Subscribe now!

Bye for now from Kay and Shannon at the Body Contouring Academy’s Proven Profits Podcast.

Turn your Patients into Loyal Long Term Fans and Send your Profits Soaring with this Winning Follow Up Protocol

Tue, 26 May 2020 05:00:00 -0500

We all love it when we have patient visits for body contouring treatments, but we’re sometimes guilty of not getting overly excited about follow up visits, right? All of us. Have you ever heard your team making comments like, “it’s just a follow up” or “I don’t really have much today, just follow up visits.” Or have you ever been guilty of looking at the schedule and thinking those things?

We absolutely cringe at those kind of remarks and thoughts because follow up visits are so extremely important, maybe more important than the treatment itself. That’s because your patient’s judgement and opinion of you and your facility will be based in large part on her perception of how good her results are - in her opinion, that’s proves success of the treatment.

That’s how she’ll ultimately decide

whether you really are a body contouring expert... or not
whether she’ll have good things to say about you... or not

and

whether she will continue coming to see you for future services...or not.

Pretty important, right?

So how do we get our team fired up about the importance of follow up visits? How do we get them to see how follow up visits benefit the patient, how the follow up visits benefit the practice and how the benefits to the patients and the practice ultimately benefits them, the team? How do we get them to take the right steps? We do it with team education and a sound follow up protocol.

If you want to learn how to develop a follow up protocol that’ll turn your patients into long term loyal fans, you’re in the right place. In today’s episode, we’re going to give you a winning follow up protocol. So listen closely as we break down the follow up visit from one 30 minute visit to 7 much smaller components that’ll make your patients love you and want to come back for more.

Here are the 7 components

Start off with discovery about the patient’s feelings regarding her results, or Subjective Results
Get the patient’s post-treatment weight
Take great “after” photos, from which you will make Objective findings
Keep the patient busy while you
Create your follow up treatment plan

6. Have a ‘sit down’ review and conversation about the patient’s results

7. Make recommendations, i.e. other treatments, products,

supplements, another follow up visit & makes sure the patient has a

return appointment at your office

Let’s elaborate just a bit on these components.

Subjective Results

These describe how the patient feels about her results. Does she see a change? Is she happy or excited? Or is she bummed out or behaving negatively? You need this information going in. It’s important data to use when you’re formulating your plan.

Post-Treatment Weight

Did the patient gain, lose or maintain weight? This tells you what kind of lifestyle she has been leading after you last treated her. And weight gain will definitely adversely affect her reduction.

“After” Photos

Make sure to get your after photos at the same distance, in the same lighting, in the same garments and using the same poses. All of these factors affect the quality of the before/after photos.

Keep the patient busy + while you formulate a plan

You will be working on the patient’s photos, reviewing her chart, considering her subjective opinion and formulate your treatment plan. You don’t want her sitting around and thinking. You want to keep her busy with a positive activity. At our medical spa, we encourage the patient to use our vibration platform after getting dressed. The 5 minutes of dressing and the 10 minute program on the vibration platform provides the perfect amount of time for our treatment specialists. If you don’t have a vibration platform, just come up with a 10 minute activity that works in your office instead.

Your ‘sit down’ review and conversation with the patient

Next, in a private room, you review the photos with the patient. Point out all the areas you see improvement. Stay very positive, even if the patient is not positive. Be encouraging. Give her advice for getting even better results or further reduction.

Some patients will be super happy, even ecstatic. That’s great! It’s the prime time to ask for a review or a testimonial. Her excitement will wane and she will be less likely to provide these things on a later date.

Not all patients will be happy and some may even be unreasonable. But you stick to your protocol. Be encouraging. Give advice on how to improve upon her results. There will be times when your treatment specialist won’t be able to make her happy, so you will need conflict resolution protocol to implement for that rare occasion when you have a totally unreasonable patient. Want to know what we use? We discussed our conflict resolution protocol in episode #020. If you missed that episode, check it out.

Make recommendations and return appointments

Your treatment specialist will need to customize her recommendation to fit the patient’s needs, goals and results to date. She may recommend lymphatic assist treatments like Press Away Therapy, medical treatments like SculpSure, topical products, nutritional supplements, and an appropriate return appointment. Your patient should never leave your office without a return appointment and if she does, you will need a system to calendar a next contact with her to follow up and try to get her in.

The bottom line. You want to shoot for a 100% show rate on your follow ups. No-shows cost your practice, not only in non-productive time but what if your patient didn’t show because she already thought she had no results and formed a bad opinion of you and your practice.

You need to know if they don’t show. And you need to follow up with them if they don’t show. You must have a system to do this.

Be thankful for every patient who returns. That’s your opportunity to create a long term, loyal patient. One who has good things to say about you and who keeps buying from you. That’s practice growth with your current patients.

That brings us to your action step for today.

Action Step: Grow your practice with your current patients. Be sure you are known as a provider who delivers great results. Use what you learned today and create your Follow Up Protocol.

That’s it for today’s episode. Stay tuned to learn more.

How to make Uncomfortable Procedures Enjoyable using simple, medically proven Distraction Techniques

Tue, 19 May 2020 05:00:00 -0500

The subject of pain and/or discomfort during body contouring treatments came up in conversation the other day. We were noting that we don’t have to deal with patient discomfort much with non-invasive body contouring, but when you do, you really need to know how to help the patient. You don’t want your patients feeling bad, having a bad treatment experience, and leaving unhappy.

Do you offer or perform procedures and treatments that some patients find uncomfortable or even painful? It’s true that undergoing some non-invasive body contouring treatments, like SculpSure and CoolSculpting and a few others, can be challenging for some patients. So, what is the best way to help your patients get through a treatment they find difficult? And, is it possible to make their treatment experience a positive one?

You definitely can make the treatment a positive experience. In today’s episode, we’re going to provide you with some easy-to-use interventions to reduce the patient’s discomfort, alleviate the patient’s anxiety and transform what could have been a dreadful experience into a wonderful, positive experience.

And you don’t need to use medications or other agents. Say no to drugs. You should use distraction methods instead. Distraction is defined as shifting or moving attention away. In other words, these interventions involve moving the patient’s focus away from the pain, anxiety or discomfort and toward another activity or even towards you.

But distraction is not just in your head. It’s not just a psychological phenomenon. It’s actually a neurological mechanism. Medical studies using MRI show us that distractions actually inhibit the response to incoming pain signals. This is huge because these findings show that mental processes can actually alter the experience of pain...decrease the feeling of pain.

So, it’s really two fold. First, the patient is focusing on something else, and giving the patient’s brain another activity to engage in, and away from their pain. Second, the mental distraction changes the neurological processes and interrupts the pain signals going to the brain, actually reducing the pain.

So, are you convinced? Do you see how distraction interventions really do treat pain?

Now, let’s get started with some distraction activities you can easily use.

First, when you have a patient having a hard time, sit on a rolling stool and scoot up close to the patient’s face. Look at her face. You’ll be able to read her feelings. Talk to her. Ask her about her kids, her job or her pets. The conversation will change her focus away from her discomfort. Make sure she keeps her eyes open and looking at you for visual signals to the brain.

Next, when a patient is really struggling, try breathing. Remember Lamaze? It was all the craze for a while. The Lamaze Method utilizes a breathing technique to distract women from labor pains. That’s intense pain, not the short term, milder pain we see with SculpSure and CoolSculpting. In our Med Spa, we’ve used something similar to Lamaze, a patterned breathing technique. This is how it goes. Tell the patient to inhale through her nose over a period of 5 seconds, then hold for 5 seconds, then exhale through her mouth slowly for 5 seconds, hold for 5 seconds, then repeat. You can repeat as much as needed. And it’s great to count to 5 aloud each time as the patient is breathing. The breathing relaxes her and the counting activity distracts her.

How about another way. Connect with the patient. You probably do this already but make a point of carrying on a conversation about something the patient cares about. It’s another way to distract from pain. Ask her if she has anything fun planned. Ask her about her family. Find something to talk about that brings a spark to her eyes. This is a great distraction and one she will love.

Sometimes the patient wants to create her own distraction. Does she prefer to check her email or take a look at Facebook? Maybe she’s really into an audible book or podcast (like ours!). Some patients prefer to calm themselves with their own distractions, so be sure to be in tune with your patient’s preferences.

The use of activities that distract attention from pain is one of the most effective and highly endorsed strategies for controlling pain. Use it in your practice today.

That brings us to your Action Step for today’s episode:

Decide which of these distraction interventions will you use in your practice and incorporate them today for great patient experiences!

That’s it for today.

Join us next week for more. Subscribe now so you never miss an episode.

Bye for now from Shannon and Kay at the Body Contouring Academy’s Proven Profits Podcast.

Master the Number One Sales Secret and Become the Number One Provider: Follow Up made easy.

Tue, 12 May 2020 05:00:00 -0500

To grow and succeed in sales, you must embrace the art of follow up and become very skillful at it.

In our previous episode, #021, we gave you the proven strategies you must use in building your follow up process. If you missed it, be sure to tune in so you have the foundation needed for this episode. We explained that most sales professionals have to work through some emotional barriers prior to developing the skill needed for follow up.

Developing and implementing a Follow Up Process based on proven principles will be a game-changer for you. If you follow up right, and follow up on a consistent basis, you’ll win big.

Since 64% of businesses admit they don’t have any organized way to nurture unsold patients, and if you do have a system, you’ll be sure to be a top tier body contouring provider.

We’re going to make it easy for you to do that. Today we will provide you with the essential elements we use in our medical spa in designing our follow up systems - our Immediate Follow Up System and our Long Term Follow Up System AND we’ll unveil our 30 day Model of Follow Up so you can put it to use in your practice immediately.

Let’s start with the immediate action you need to take. Your Immediate Follow Up System should include some form of follow up the day of the unsold Consultation...the same day of the visit. We use and recommend using an email because we want to include several elements in our communication and it tends to be too long for text.

These are the elements you should include in your “same day” follow up. You can follow these as steps.

Same Day Follow Up Communication Elements

Express your gratitude to the patient for her time spent.
This communication should feel personal. Make mention of the patient’s goals and concerns.
You should summarize your recommendations for her primary concern and your recommendations for all of her concerns.
This communication should contain another pitch about why you are the best choice.
You should advise the patient of the next steps.
End this communication with a call to action.

Be sure to tell the patient before she leaves your office that you’ll be sending this email and describe briefly what it will contain.

We recommend sending a short text message to the patient after you send the email. You could send a message like this.

“Hi Christie, this is Shannon at Sculpt Away. I just sent an email your way. You may need to check your spam folder too. We’ll talk again Thursday. Beautiful wishes!”

Do you notice how she took this opportunity to remind the patient of the next step?

The days immediately following the Consultation are the most crucial and can be the most productive. We recommend intense follow up within the first 21-25 days or so, which we refer to as Immediate Follow Up.

The Unsold Consultation kicks it off. Day 1 of these 21 days is the day of the Consultation.

Here is our Immediate Follow Up Model.

We use a 5-6 Touch, 30 Day Model

Contact #1 is on Day 1. We send the email (& short text) that we just discussed.

Contact #2 is Day 2-3. We place a phone call & leave a voicemail if we did not reach the patient. We send a short text asking the patient to check her voicemail.

Contact #3 is Day 3-4. This contact comes into play if we did not reach the patient in Contact 2. If we spoke with the patient, we skip this step. Place a phone call & leave a voicemail if you do not reach and send a short text announcing the voicemail.

Contact #4 is Day 8. We send a text asking if the patient is okay and citing the agreed upon next step.

Contact #5 is Day 14. We call the patient and leave a voicemail if we did not reach her. We send a short text announcing our voicemail.

Contact #6 is Day 20. We send a text asking the patient if she decided yet. This closes out our frequent and intense follow up process.

We’ll move the patient to our Long Term Follow Up Model if she did not buy during this period.

Our Long Term Follow Up Model consists of varying forms of monthly contacts, calls, emails and texts. We also send monthly Nurturing Emails. We’ve talk about Nurturing

Emails in our Episode #011. If you haven’t listened yet or need a review, take a look see.

Now a little bit about forms of contact - phone calls, texts and emails.

You should be using all three forms of contact but we have opinions on each.

Phone calls are our most preferred. Nothing comes close to a conversation with the patient.

Text messages are good too because they have a 98% open rate, which beats both phone calls and texts.

Finally, emails. The problems with emails:

They can get spammed and the patient will never see them
They can be overlooked; most people receive more than 50 emails a day
The open rate runs only about 20%

All that being said, you should incorporate emails in the mix, especially when you want to include a lot of text.

That brings us to your action step for this episode.

Action Step: Use the 5-6 Touch, 30 Day Immediate Follow Up Model that we provided and create your own Immediate Follow Up Model. Then, utilize the information we gave you about a Long Term Follow Up Model and create your own. Finally, implement both of these models in your practice and start following up and winning those unsold consultation patients now!

How to Bring your Unsold Patients Back in to buy from you with the Ultimate Sales Follow-Up Process

Tue, 05 May 2020 05:00:00 -0500

Have patients left without buying? Listen as our hosts share with you the fundamental strategies of their proven sales follow up system and why you should implement them to bring aesthetic patients back in to buy from you.

The show notes go even deeper and are located here:

Your patient came in for her consultation, but even though you know did everything right, she did not buy. Now what?

Well, she’s not gone for good. You’re just moving on to Step 2 of the Sales Presentation. With your failure to close at the Consultation, your Sales Presentation just evolved into a 2 Step Process. Step 2 is the Follow Up Process.

So many sales professionals make the mistake of never moving to the Sales Follow Up Process. It’s estimated that 48% of sales professionals never contact the patient again after she leaves.

Huge Mistake. That’s close to a guarantee you’ll never close the sale.

Don’t be one of the 48%.

You absolutely must follow up...and more than once or twice. In this episode, we’re going to provide you with the information, tools, and foundation you need to ace the Follow Up Process, lead those patients back to your office to buy from you and become a number one seller.

Wouldn’t it be great if every patient who came in for a Consultation bought from you? Unfortunately, a percentage of those patients won’t. Statistics show that 57% of the patient’s purchase decision has been completed by the time they come in for the Consultation. So shoot for at least a 57% sales conversion rate.

You’ll need to continue to work the remaining 43%. What do we mean by “work them?”

We mean you must follow up, call them, email them, text them. Unfortunately, most sales professionals don’t like follow up and don’t do a great job at it or don’t do it at all. It’s the most unglamorous part of the sales process.

Good sales professionals never give up on unsold patients and make certain that someday these patients do come back and buy. If you want to be in that top tier of body contouring providers, and if you’re listening to this podcast - we think you do - we know you’re going to do it and we’re telling you it doesn’t have to be such an unenjoyable burden.

As the saying goes, work smarter, not harder. The secret to the kind of awesome follow up that will be sure to bring patients back in to buy from you is in developing a follow up system, or a process.

So how do you design and develop your sales follow up process?

Start with a good foundation. Include all the necessary elements.

First, start with this Theme: Polite Persistence
This means you must be relentless in your sales follow up and
Follow up regularly
But not so often to be perceived as a pest.

Next, include Proven Strategies
Use a Follow Up Schedule
No one will fall through the cracks when you map out your
Schedule

Utilize different Contact Formats
Use a combination of telephone calls, email and text (we’ll go
deeper into forms of contact in our next episode)

Time your follow up for maximum impact
Contact more frequently in the first 21 days

Leverage both phone scripts and text & email templates
Save time and stay consistent

Track and document all contact attempts
Review all information before contacting

Always get agreement on the next steps
Be considerate, set a date or time period and contact

You’ve learned that nearly half of sale professionals avoid contacting the unsold patient after she leaves. We don’t think this is due to lack of time. It’s due to emotional factors like feeling like you’re bothering the patient or being a pest, fear of rejection, and disliking talking on the phone.

Chances are you can personally relate to one or more of these emotional factors.

That brings us to your action step for this episode.

Action Step: Identify the emotional factors you have that may interfere with your effective follow up. Then create a plan to overcome those fears so you can move on to the next step.

In our next episode, we’ll unveil both our Immediate Follow Up Model and our Long Term Follow Up Model and show you how to put both of these Systems into play in your practice so you don’t lose a single sale.

That’s it for today. Stay tuned and subscribe so you don’t miss a single episode.

Bye for now from Shannon and Kay at the Body Contouring Academy’s Proven Profits Podcast.

How to use the BLAST Blueprint to Diffuse Unhappy Patients and leave them Feeling Heard and Appreciated

Tue, 28 Apr 2020 05:00:00 -0500

Kay and Shannon spell out their preferred conflict resolution system and illustrate ways you can easily implement this process in your practice.

The show notes go even deeper and are located here:

It’s often said that the best teacher is your last mistake. So true...those lessons we’ve learned the hard way and the problems we’ve faced because of them.

We don’t ever forget those, do we?!

In the body contouring world, one of our biggest problems can be dissatisfied patients. We’ve probably learned from some of those mistakes.

Whether you’ve dealt with this before or not, every one of us will have an unhappy, complaining patient from time to time in the future.

These patients may be dissatisfied with something you did or didn’t do. In other words, it could be something you need to correct in your practice. While other times your only mistake was missing out on detecting the potential problem from the outset...and preventing it by not treating the patient. Either way, when you have an unhappy patient with complaints, you must diffuse the situation and resolve her complaints.

How do you do that? What is the best way to manage an unhappy patient? How do we best resolve complaints?

We’re taking on this topic in the episode. We’ll share our blueprint for complaint resolution. And we’ll share a couple of key offerings we use to pacify unhappy patients.

Let’s get started with our Complaint Resolution Blueprint.
We use the BLAST Technique of complaint resolution.

This technique was developed by Albert Barneto originally for the restaurant industry. Since then, it has been utilized by all types of service industries - banking, hospitals, cpa firms, digital firms...the list goes on.

We like this technique because it provides simple steps that are easy to remember. The name itself, BLAST, is an acronym. And we like this technique because it includes all the crucial steps needed to successfully resolve any type of conflict.

So what is BLAST?

B is for Believe
L is for Listen
A is for Apologize
S is for Satisfy
and
T is for Thank

Let’s break this down and show you how you use it in your body contouring practice.

Start with Believing the patient.
Even if you don’t think the patient’s concerns are legitimate, convey to the patient that you do believe her
Even if you don’t think the patient’s feelings are valid, convey to the patient that you do believe so
When your patient perceives you believe her, she believes you are working in her best interest

LIsten to the patient
Use your active listening skills
Stay relaxed
Use good eye contact
Restate the patient’s concerns: “What I hear you saying is you thought you’d see more reduction?”
Allow the patient to speak until she stops
This should move her to a state of cooperation

Then Apologize
Apologize for what she is feeling
You’re not admitting guilt
Say something like, “I am so sorry you feel disappointed because you thought you’d see a bigger difference.”
Then suggest 2 choices of resolution. This makes the patient feel like she has some control
You might offer these two options
“We could offer you another treatment for half price. How does
that sound?”
or
“You could return in 4 weeks for another follow up visit at no
charge. It can take many patients a little longer to see change.
We can give you these supplements to help your body detox.
Which alternative solution seems better for you?”
The patient may ask for more. She may ask for a refund or another treatment at no charge. You need to know your limits going in. Know what you’re not willing to offer.

At some point, Thank the patient
You can do this anytime - at the beginning, middle or end of your meeting with the patient
Thank the patient for bringing her concerns to your attention and for giving you a chance to make her happy
This makes her feel like she is doing you a favor and that you appreciate her

One final, but extremely important, note. Be prepared to manage your own emotions throughout this process. Most likely you’ll be feeling disgusted, angry, frustrated and/or uncomfortable.

That brings us to Action Step time. Here’s your action step for this episode.

Action Step: Will you adopt the BLAST method of resolving patient complaints? Or will you create your own process? Either way, write it down. Make sure your entire team knows the process before you have the need to put it into action.

Stay tuned. Even better, subscribe so you don’t miss a single episode.

Bye for now from Shannon and Kay at the Body Contouring Academy’s Proven Profits Podcast.

How to Create Cosmic Success AND an Enjoyable Life by using the Study of Human Behavior in your Election ‘to treat’ or ‘not to treat’

Tue, 21 Apr 2020 05:00:00 -0500

Listen as our hosts share you with you their secret to knowing when to say “no” to patients, which is guaranteed to bring you increased financial success and a happier life.

The show notes go even deeper and are located here:

We spend so much effort getting patients through our doors. Right?! The more patients, the better. That’s why it seems almost counterintuitive to talk about turning patients away.

But we should not treat certain “difficult” patients. Did you know that studies show that most difficult patients end up as unhappy patients? In fact, studies even show that we, as providers, make more errors when we’re dealing with difficult patients.

If you’ve ever had to deal with an unhappy patient you know what we’re talking about. It ruins your day and in most cases, it costs you too.

How do we identify these difficult patients and determine their degree of difficulty?

How do we decide who we treat and who we send packing?

And finally, how do we say NO when we need to?

We’ll answer all of those questions for you in this episode as we show you how to use the study of human behavior in your decisions ‘to treat’ or ‘not to treat’ and how doing so will lead to more success and a happier life.

We’ll explore
Behavioral characteristics that may be clues to a problem patient; and then we’ll
Take a deep dive into several personality types you may or may not want to treat.
Followed, of course, by how to say NO when you decide it’s best for your practice.

BEHAVIORAL CHARACTERISTICS

First, let’s look at some Behavioral Characteristics that may indicate potential problems.
When the patient is critical of care provided by other providers
When the patient already “knows-it-all”
When the patient has a history of moving around from provider to provider
When the patient tells you she’s had other treatments that “didn’t work”

These are all certainly warning signs and pretty big red flags, but in our opinion, none of these characteristics alone should completely eliminate a person as a potential patient. What you should do is take a closer examination, using effective communication techniques to elicit more information.

PERSONALITY TYPES

Let’s move on to Personality Types.

We’ve divided potential problem personality types into two categories. Category I & II. The personality types that fall into Category I call for close evaluation while Category II personality types should have a presumption of “do not treat.”

Personality Type Category I - Evaluate Carefully
Pay special attention to these patients. Carefully weigh the pros and cons of treating, then make your decision to treat or not to treat.

Hoppers
We touched on these types already
These patients choose providers based solely on price, not value or quality
They follow the “deals” and have no loyalty
Caution: Be careful not to put this label on a patient who is on a budget and wanting to get a good value

Body Dysmorphic Disorder
We don’t see much in body contouring
Be alert if there is no fat to reduce or curves to enhance and do not treat
If fat is present, okay to consider treatment

High Anxiety or Ultra Nervous and Insecure
These patients require an excessive amount of reassurance and explanations
Can really drain your time and your team’s time
Best to make a “special” plan for this patient, i.e. more follow up appointments, etc.

The “VIP”
Their status as a VIP can be imagined
Prone to expect special treatment due to their status
They talk about all the friends and fans they’ll send to you if they “get good results”

Now let’s look at those personality types that have a presumption of “do not treat.”

Personality Type Category II - Lean toward saying NO to these patients

Patients with Unrealistic Expectations
May be difficult to detect
May be clear from the patient
Either way, you must make a determination on every patient
You may not discover the problem until after you’ve treated
These patients will most likely be dissatisfied with results

Negative or Angry Patients
Displays a negative mental outlook
May not be able to satisfy this patient due to the negative outlook
If you choose to treat, this patient will require special handling

Hagglers or Negotiators
Want or demand a “deal”
Compare competitor pricing
May proclaim dissatisfaction with results to get some kind of freebie

So it happens. You identify a patient you do not want to treat. How do you say no?

HOW TO SAY NO

This way. You use the same process to say NO to any patient, regardless of the personality type, behavior or reason.
Never place blame on the patient
Accept the blame for yourself. Say something like, “I just don’t think we’d be able to make you happy.”

Action Step: Will you have an ironclad rule for who not to treat or a process to make that determination? Consider which behaviors and personality types on which your practice will place extra scrutiny and/or those you will say NO to. Develop your process for evaluating these patients and make sure to delegate the responsibility for making decisions to treat or not to treat.

What if you developed a great process and followed it to the tee, but you failed to detect a potential problem. How do you resolve that patient’s complaints?

Stay tuned because we’re diving in and answering that question in our next episode.

Hit subscribe so you don’t miss it!

Bye for now from Shannon and Kay at the Body Contouring Academy’s Proven Profits Podcast.

Use these 5 Plainspoken Techniques to Set Realistic Expectations and make you patients feel Ecstatic about their Results

Tue, 14 Apr 2020 05:00:00 -0500

Learn how to guarantee ‘happy patient endings’ by using these 5 core techniques to set realistic expectations from the start.

The show notes go even deeper and are located here:

All patients come in to a consultation and/or a treatment with expectations - realistic and/or unrealistic. The problem is they may not make all of their expectations clear to us. If this happens, if the patient has expectations she has not expressed and you have not detected, and if you treat her, there’s a likelihood that she will not be happy with her results.

It’s nearly impossible to make patients with false beliefs or unrealistic expectations happy if you treat them. And conversely, setting realistic expectations from the start leads to high patient satisfaction.

So how do we manage patient expectations? How can we uncover as much as possible? And how do we set clear expectations?

We’re going to take a deep dive into this in this episode. We’ll examine several factors that can cause a disconnect between us as providers and our patients. And point out ways that patients and providers don’t think the same way….at all.

We’ll give you 5 plainspoken steps that you must use to

set clear, manageable expectations,
demolish the risk of patient misunderstandings and
make your patients feel exceedingly happy with their results.

So let’s get started with our 5 steps.

Step One. Satisfy the Patient’s Emotional Experience

This one is easy to understand when you think of it this way. As providers we participate in the same consultation and treatment alongside the patient. But our experience of the consultation and treatment is quite different from that of our patients.

Let’s evaluate how we look at results and how patients feel about results. As providers, we view whether a treatment is a success in terms of good clinical outcomes. Providers might say, “Yes, just look at that difference.” The patients, on the other hand, are much more likely to place importance on the emotional aspect of their care, whether the results they achieved made them feel the way they thought they would.

Therefore, it’s so important at follow up appointments to emphasize the reduction with an emotion-provoking statement and get excited about it. Say something like, “Wow. Look at that beautiful hourglass shape you have now!” The patient will share your enthusiasm and she’ll feel good about herself and be thrilled with her results.

Step Two. Avoid Information Overload

This one can be a biggee. As providers, we know body contouring like the back of our hand. Patients don’t. In fact, many patients may even come in to see you full of misinformation. When you think about everything we discuss and cover during a consultation and a treatment, it’s a wonder patients understand as much as they do.

You do need to provide the patient with a thorough understanding of the treatment. Break it up when you can.

There are simple ways to do this.

To avoid overloading the patient with too much information at once, provide in depth information on your website. Ask the patient to review this information prior to her appointment.
You can also slowly drip information by email to the patient before the appointment - and even after the appointment. So send the patient emails on the days leading up to her appointments and perhaps following her appointments.

You’ll be sure to set manageable expectations when you’re providing with the information to the patient and the patient actually digests that information.

Step Three. Use Lay Communication

Have you ever been guilty of this? You start off the conversation saying something like this. “So with the laser lipolysis, the membranes of your adipocytes are damaged leading to the initiation of apoptosis.” Say what? Let’s translate. “With SculpSure, the laser destroys your fat cells and causes fat cell death. Your reduction will be permanent.” Much better, right?

You cannot assume your patient understands medical jargon or shop talk. Even when your patients are nurses and physicians. Try to avoid medical technology. Use lay terms whenever you can. Also remember that every patient is different and tailor your discussion to fit your patient.

You cannot set expectations if the patient doesn’t understand what you are saying.

Step Four. Check the patient’s understanding

How do you know the patient is understanding what you say? A good way to check what the patient has understood is to ask the patient what she has understood so far. You could use this after your discussion about expected treatment results. You can use questions like, “What kind of reduction are you looking for?” or “What kind of change would make you happy?”.

Also give the patient plenty of opportunities to ask questions. You can learn a lot from the questions asked.

Step Five. Show empathy

We’ve talked about empathy before. It’s a critical behavior that all providers need to perfect. Research has shown that effective communication between providers and patients significantly improves patient outcomes and the patient’s perception of their outcomes. So use the patient’s name, give the patient time to process information, take time to lay out key points, use eye contact and encourage questions and interaction.

Remember there’s two forms of communication - verbal and nonverbal. So don’t forget about body language. Look at your patient when you speak and when they speak. Smile. Nod your head to show you hear and understand.

When providers show empathy, patients feel free to open up and you’ll elicit more information about their expectations.

Put these 5 steps into practice now and you’ll consistently set realistic expectations for your patients.

Here’s your Action Step: Take each of the 5 steps and come up with a plan to make it a part of your team process. Then, start using it as soon as possible so you can be sure every one of your patients feels very happy with her results.

What happens when some patients are unhappy even though you did everything right? Could it be there are some patients you shouldn’t treat? Stay tuned because that’s what we’re going to explore in our next episode when we discuss UNselecting patients.

Better yet, subscribe so you don’t miss a single episode.

That’s it for today.

Bye for now from Kay and Shannon at the the Body Contouring Academy’s Proven Profits Podcast.

How to Flip the Magic Switch of the Consensus Principle of Persuasion to Achieve Mega Success

Tue, 07 Apr 2020 05:00:00 -0500

Shannon and Kay provide you with the blueprint to insane success selling body contouring treatments using the Consensus Principle of Persuasion.

The show notes go even deeper and are located here:

Persuasion in sales has everything to do with human psychology and the study of human behavior.

But you’re thinking. We’re in the body contouring business.

Well, we too, are not psychologists, though sometimes we feel like it.

Fortunately, none of us have to be psychologists. The study and findings of behavioral science tells us a lot.

And the more we learn about human behavior, and then implement what we know, the more success we’ll achieve.

It’s been 35 years since Dr. Robert Cialdini published his revolutionary findings on the six scientific Principles of Persuasion. We’ve discussed five of them in earlier episodes. If you missed them, go back and catch them. There’s valuable insight in each of them.

Previously, we’ve broken down the Principles of

Reciprocity

Liking

Authority

Consistency, sometimes called Commitment

and

Scarcity

In today’s episode, we’ll explore the sixth and our final Persuasion Principle, the Principle of Consensus, sometimes referred to as the Principle of Social Proof.

What is the Principle of Social Proof or Consensus? And how does this Principle trigger the response, “yes?”

Even though all of us like to think of ourselves as independent people, we all look to others when we’re deciding how to act and sometimes even when we’re determining whether something is right or wrong. And the more people who are doing something, the more correct it seems for us to do.

Behavioral scientists have a name for this kind of behavior. They call it a decision heuristic. That’s their term for a decision shortcut.

Why do we take shortcuts in our decisions? It’s because our lives are busy and complicated. We feel like we can’t take the time to evaluate all the elements of all our decisions. So...we use shortcuts to help us make what we consider to be reasonable decisions.

After all, we can justify it mathematically. We reason that the more people are doing something, the more likely it is to be correct. And fortunately, in most cases, we’re right.

This Principle is easy enough to understand, right? So how do you implement it in your body contouring business?

How do you flip the magic switch of the Consensus Principle?

It’s not complicated. You just follow the logic. If you want patients to do something, show them others are doing it.

Use patient testimonials of happy patients (video is best)
Tout the number of happy patients you have or the number of treatments you’ve done
Recount case histories of some of your more interesting or relatable patients
Tell how long your business or practice has been serving satisfied patients
Use a celebrity or public figure to show support for your business or practice - or even better having them use your services and then talk about you and your services

So how do YOU plan to use this Principle to achieve mega profits?

That brings us to our action step for this episode. There are 3 parts to it.

Action Steps:

Collect your patient testimonials and put them on your website. If you don’t have video testimonials, start asking for them.
Consider the number of satisfied patients you have. Use that number in your advertising and in your conversations with patients.
Consider whether there’s a local celebrity or public person in your community that may like to have a body contouring treatment and then be paid to talk about it.

That’s it for the Principle of Social Proof also known as the Principle of Consensus.

We hope you learned a lot from our discussions of each of the six Principles of Persuasion.

Now use each of them. When you do, you’re sure to see skyrocketing sales.

Stay tuned and don’t forget to subscribe so you don’t miss a single episode.

Bye for now from Shannon and Kay at the Body Contouring Academy’s Proven Profits Podcast.

Discover a Flightpath to Fortune Using the Scarcity Principle of Persuasion

Tue, 31 Mar 2020 05:00:00 -0500

Listen as our hosts share actionable steps that you can easily use in your body contouring practice to woo patients into buying from you now.

The show notes go even deeper and are located here:

We know selling is education. It’s solving problems. And it’s finding something to make your patients feel better. Even though all of these things are about helping your patients, you still must persuade the patient to buy.

Persuasion is not an art. And it’s not a talent. Instead, persuasion is a science.

Psychologist Robert Cialdini unmasked the science of persuasion during three years of doing “undercover” research - in used car dealerships, telemarketing firms and fund-raising organizations. He learned that skilled persuaders are not artists, but instead, they use a set of clear, observable principles - six of them.

His widely accepted theory of persuasion has been used in all kinds of businesses, both in sales and in marketing, since he published his findings in his book, Influence: The Six Principles of Persuasion.

To be a super achiever in body contouring, you need to know each of the six Principles; you need to use each of the six Principles; and you need to be good at each of the six Principles.

We’ve been breaking down each of these Principles for you in prior episodes. Previously, we’ve discussed the Principles of Reciprocity, of Liking, of Authority and of Consistency, which is sometimes referred to as Commitment.

We showed you how to use each of these Principles in your body contouring business in a way that will increase your profits exponentially.

It’s really valuable information. If you missed an episode, be sure to go back and catch it.

In today’s episode, we’ll examine the Scarcity Principle and we’ll tell you how you can implement simple tactics applying the Scarcity Principle that are sure to shoot your conversions through the roof.

So let’s get started.

When you think something is in short supply...you want it more.

When you believe someone else is getting something that you’re not...you want it even more.

So true. But why is it true?

Because of the Law of Scarcity. Scarcity works through anticipated regret, where we think about the future and see ourselves regretting having not taken a decision to act.

And when we think about the future, we not only think about missing events or things, but even more importantly, we think about the missed emotions associated with missing out on those things. We imagine how we might have felt. How things might have been. That emotional satisfaction we missed out on by not taking action.

You’ve seen this in play. In fact, you’ve probably purchased because the Scarcity Principle was used.

Listen to a couple of examples.

You’re considering purchase of a book and you shop Amazon. You find your book. Oh No! “Only 2 left in stock.” Quick, better buy while you it’s available

Your summer vacation is a few months away and you’re pricing flights. You find a good deal on Orbitz but...you see there’s only 4 seats left at this price. Oh No! You’d better buy now or you’ll miss out.

Sounds familiar, right?!

So how can you apply the Principle of Scarcity to body contouring? You can use it in similar ways. Your monthly or limited time specials are a perfect example. “You SAVE $200 NOW but that savings goes away on Monday.”

You don’t have to use price as the regrettable factor. You could use limited availability, in the form of limited appointments. It would work something like this, “well I could check and see if I could get you in soon but our books have been full. You know everyone is wanting to get their bodies ready for summer.” This one not only gets the patient imagining her regret for missing out on her chance for a better body, but it also creates regret for her missing out on a better body when others are gaining the benefit of the treatment.

Limited time or limited availability offers are nothing new. They’re actually as old as the hills. But they work because they play on our fear of losing out. Psychologists have long known that we all have super strong aversions to loss... and that aversion to loss is much, much stronger even than our desire to gain a benefit.

That brings us to your action step for this episode.

Action Step: How can you use “short supply” to encourage patients to buy? Come up with 3 offers that are “time limited” and 2 offers that are “limited in availability.” Then start using them and watch your sales climb higher and higher.

That’s it for today. Tune in next time as we complete our discussion of the Science of Persuasion with the Principle of Consensus, sometimes referred to as Social Proof.

Hit Subscribe so you never miss a single episode.

Bye for now from Kay and Shannon at the Body Contouring Academy’s Proven Profits Podcast.

4 Clear-Cut Ways to Achieve Insanely High Conversion Rates

Tue, 24 Mar 2020 05:00:00 -0500

Learn practical steps to execute insanely high conversion rates and make it easy to get a “yes” response to build your body contouring business.

The show notes go even deeper and are located here:

When your lawyer talks, you listen. When your pastor talks, you want to obey. When a police officer stops you on the street to ask you a question, you want to cooperate. You don’t give it a second thought. You want to comply.

You’ve probably never questioned this behavioral wiring to conform to requests by these types of individuals. It just seems normal, right?

But why do you instinctively (without conscious thought) feel the need to comply? The answer lies in another one of those six Principles of Persuasion, the Authority Principle.

That’s our topic today. We’re going to continue our discussion about Persuasion with an examination of the Authority Principle and how we can use it to achieve an insanely high conversion rate that will ultimately lead to a massive increase in your profits.

So, what is the Principle of Authority? Simple put, the Authority Principle triggers our compliance. It rests upon this premise. When we interact with others who are in a position of authority, we feel a duty or an obligation to comply with their requests.

So let’s apply this Principle into the body contouring world.

Your patients should see you as an expert in the field of body contouring. Previously, we’ve discussed how you should convey your expertise and authority in your website, your advertising, your phone scripts, and all of your systems.

Putting the Authority Principle into play, your expertise allows you to persuade your patients to follow your lead and your advice. The patient sees you as a credible, knowledgeable expert and they feel the need to follow what you say.

So what are some ways to convey your authority? Well, if you are physician, you’re already at an advantage. You are a doctor. Your title, quite simply, conveys authority and respect.

But what if you’re not a doctor? How do you convey authority and put the Principle of Authority into play?

You should take these simple steps - if you are not a doctor, and even if you are a doctor:

Dress the part
You know you’re being judged, so wear that lab coat, name tag with your title and credentials; make sure you’re impeccably groomed

Convey confidence
A firm handshake, good eye contact, a smile, speaking loudly, great

posture

Have others sing your praises
You do this through the rest of your team, comments like “I don’t know

if you know this, but Dr. Handy is a body contouring expert.” or “I’m

going to let Dr. Handy answer that, he is the real expert.”

Research confirms this.

Science has told us it’s important to signal to others what makes you

a credible, knowledgeable authority before you attempt to influence

based on authority.

Display your expertise
If it’s possible, hang your degrees and awards on the wall for display -

either in the room where you do Consultations or in the lobby.

Research shows that having others sing your praises and displaying your credentials prior to your using authority to influence increases your sales by 15 -20%. Now that’s so impressive! Especially when you consider it’s something that costs you nothing to implement.

You can see that knowing the Principle of Authority and how to use it can add massive numbers to your bottom line...but you have to implement it.

That leads us to your action step for this episode.

Your Action Step: Implement a plan putting the Authority Principle into action in your business now. Follow our 4 steps. The sooner you implement, the sooner you profit, the more you have to gain.

Tune in for our next episode as we continue our discussion breaking down each one of the six Principles of Persuasion and show you how to use each of them in your body contouring practice so you will generate massive increases in your revenue.

Stay tuned and subscribe so you don’t miss a single episode.

Bye for now from Shannon and Kay at the Body Contouring Academy’s Proven Profits Podcast.

Multiply Your Profits Effortlessly Applying the Consistency Principle of Persuasion

Tue, 17 Mar 2020 05:00:00 -0500

Kay and Shannon share their secrets on how you can use the Consistency Principle to get patients to agree to buy from your aesthetic practice again and again and again.

The show notes go even deeper and are located here:

[/spp-transcript]

Simple Steps to Send Sales Soaring

Tue, 10 Mar 2020 05:00:00 -0500

Learn 3 powerful but practical steps to use the Principle of Reciprocity to persuade patients to buy from you now and to keep them buying from you forever.

The show notes go even deeper and are located here:

There’s a real science to persuasion. Luckily, based on solid research, we know we can influence our customer’s buying decisions and we know how.

We use the six Principles of Persuasion. They are

Reciprocity
Liking
Scarcity
Authority
Consistency
Consensus, aka Social Proof

In our last episode, we examined one of these six principles, the Law of Reciprocity. We broke down the Reciprocity Principle and provided you with actionable steps to use it to persuade patients to choose to buy from you.

Today, we’re going to take a close look at another one of the six Principles of Persuasion, the Principle of Liking.
And we’ll show how to apply this principle to your business or practice in a way that increase your revenue two fold.

So what is the Principle of Liking? It boils down the basic premise that people are more influenced by people they like. Or as we like to say, People buy from people they like.

But what makes you likeable to a customer? Persuasion science tells us that there are three important factors.

We like people who are similar to us
We like people who pay us compliments
We like people who work with us towards mutual goals

Let’s break these down.

First, We like people who are similar to us.

Studies show we all relate better with people with whom we have shared common experiences. So find some common ground with your customer. Maybe you both like a particular kind of music, you both went to the same University, your kids are the same age, you are both suffering from menopause. The list goes on. You should be able to find something in common with just about anyone.

Second, We like people who pay us compliments.

Dole out genuine compliments. Usually, it’s not hard to find something you like about your patient... hairdo, purse, shirt or the career they have. Pay them a sincere compliment at an appropriate time.

While it’s not hard to understand why a compliment works, it is important to understand the “triggers” that are activated inside your patient when you do pay them a compliment.

No matter how small, makes the patient feel good.
Because she’s feeling good, she’s more likely to be receptive to what you have to say
Because you said something good, there’s the need (Reciprocity) to pay you back

And Third, We like people who work with us toward mutual goals.

Mutual goals are imperative for establishing and maintaining the provider/patient relationship in any field. In body contouring, the patient’s goal is to reduce and/or contour certain areas of her body. Convey to the patient that your goal is to assist her in reaching her goals to her satisfaction.

To summarize, follow these steps to put the Liking Principle into action

Find some common ground to relate with the patient
Pay the patient a sincere compliment
Share with the patient your goal of making her happy with her body

Action Steps: 1. Prepare 5-10 ice-breaker questions that you can use to find common ground with any patient; 2. Make a list of things you could take notice of and pay genuine compliments about for any patient; then

Practice both the questions and the compliments in the mirror. Make sure to have a genuine smile on your face while doing so!!

That’s it for today but there’s more to come.

Stay tuned and subscribe so you don’t miss an episode!

Bye for now from Kay and Shannon at the Body Contouring Academy’s Proven Profits Podcast.

3 Ways to Use the Law of Reciprocity to Take Your Business to the Next Level

Tue, 03 Mar 2020 05:00:00 -0500

Learn 3 powerful but practical steps to use the Principle of Reciprocity to persuade patients to buy from you now and to keep them buying from you forever.

The show notes go even deeper and are located here:

Read Full TranscriptYou may not realize it but we’re all salespeople. We sell all the time.

We’ve sold our kids on following the rules and going down the right path.

We’ve sold our spouses on what a great catch we are.

So, it’s agreed. We all know how to be persuasive. And persuasion is persuasion, right? It’s no different in the body contouring world, but it can sometimes seem more difficult.

Persuasion is not really a simple subject. Did you know there are 6 Principles of Persuasion?

They are

Reciprocity

Liking

Scarcity

Authority

Consistency

Consensus, aka Social Proof

In today’s episode, we’re going to break down one of the six principles of persuasion - the key principle of persuasion known as Reciprocity and we’ll show you how to use this principle in your body contouring practice to take both your business and your profits to the next level.

Recall the last time you went out to eat and your friend or colleague picked up the check. How did you feel? You felt the urge to give back, didn’t you? You probably said, “I’ll get the next one.” And that’s completely normal. It’s the Law of Reciprocity at work. Experts say it’s the most powerful law in human nature.

The Law of Reciprocity can be defined easily. The law simply says “You do something nice for me, then I’ll do something nice for you.”

And there’s 3 different kinds of reciprocity.

Financial Reciprocity

Emotional Reciprocity

Material Reciprocity

Financial Reciprocity

Let’s start with Financial Reciprocity. Our earlier example of your friend picking up the tab is a good example of Financial Reciprocity.

How do you apply this to body contouring?

You could put this into play by offering a particular patient a ‘special discount’ or ‘added value.’ A promotion that is not advertised. This gives the patient the perception that she is getting a special gift from you because she is important to you. She will appreciate it, but more importantly, she will feel obligated to continue to buy from you.

Emotional Reciprocity

Let’s move on to Emotional Reciprocity. Emotional reciprocation is where you make people feel good, you make your patients feel good. That shouldn’t be difficult. We like to do that all the time, right?

You do this with statements like this.

“I appreciate your time. I know how busy you must be.”

“Wow. You have 4 kids plus a busy career. I congratulate you on being able to successfully juggle that.”

Whenever you say anything that causes your patients to feel better about themselves, they have a deep unconscious need to reciprocate.

It’s not difficult finding things like these statement to say. So focus on it and make a point of giving your patients these kinds of positive strokes that will not only make them feel good but will ultimately be returned to you with continued loyalty and patronage.

Material Reciprocation

Finally, the third type is Material Reciprocation. Material Reciprocation is when you do something for someone like bringing them a meal when they’re sick. So how do we apply this type of reciprocation to body contouring?

Easy! You could offer the patient a special drink. At our medical spa, we have a Rejuvenation Bar where we serve complementary Puretinit’s, refreshing low-cal but tasty beverage served up in martini glasses.

So you don’t have a bar. You could stock a variety of drinks and ask patients when scheduling, what drink they would like to have waiting for them when they arrive.

These are all simple and just nice things to do for your patients. So make it a point to think about and plan to apply the Law of Reciprocity to your practice.

Form these habits. Make new plans.

None of these things will cost you much and they will all reward you in patient loyalty, future business, and increased sales.

Your Action Step for this episode: Determine how you can apply the Law of Reciprocity to your business or practice. What can you offer patients? Plan it. Then start doing it.

In our next episode, we’ll explore another principle of persuasion, the Principle of Liking, and how you can use this principle to send your sales through the roof.

That’s it for now.

Don’t forget to hit subscribe so you don’t miss a single episode.

Bye for now from Shannon and Kay at the Body Contouring Academy’s Proven Profits Podcast

What to do when Callers Decline to Schedule that GUARANTEES They’ll Ultimately BUY FROM YOU

Tue, 25 Feb 2020 05:00:00 -0500

Shannon and Kay share their secret recipe to guaranteeing patients who call you but don’t schedule with you initially, will buy from YOU ultimately.

The show notes go even deeper and are located here:

Read Full TranscriptOn telephone calls, your Phone Team’s ultimate goal should always be to end each and every call with an appointment. But callers are not always ready to make an appointment. They may be sincerely searching for a solution and may be truly interested in what you offer them, but they are not ready to buy or many times, not even ready to come in and learn more.

So what can you do with these patients? You can’t just lose them.

In this episode, we’re going to tell you exactly how to handle these calls and what to do after you hang up. We’ll provide you with actionable plans so you know how to follow and nurture them every step of the way...until they are ready to schedule with you. And if you do these things, and do them right, you can be sure they WILL be your patient one day.

Let’s start with reviewing the Key Critical Information your Phone Team must capture from every call, NO exceptions.

The patient’s first and last name

The patient’s email address

The patient’s cell phone number

This is critical information because these patients are lost to you if you cannot reach them to follow up.

Next, you must understand the basics stages all customers go through before making a purchase, any kind of a purchase. This is true for body contouring services as well.

It’s generally referred to as The Customer Buying Cycle.

There are 3 Stages to The Customer Buying Cycle.

Awareness, Consideration and Purchase

Let’s break down The Customer Buying Cycle;:

Awareness is that time period that the customer is becoming aware of his/her need or problem. Some event has occurred, in body contouring it’s usually some emotionally charged event such as disgust with not being able to button her pants or anxiety about a class reunion, that sparks the acknowledgment of the need to act - to search for solutions. It may be insidious and gradual in onset or it may be sudden and urgent. The time period varies depending on the person, his/her needs and the sense of urgency.

The next stage, Consideration, is that period of time when the customer starts evaluating the solutions that could possibly meet his/her needs or solve his/her problem. Depending on the patient’s personality, traits and habits, how pragmatic, cautious, obsessive, skeptical, trusting, etc. they are, combined with a sense of urgency or a lack of a sense of urgency, will dictate the amount of time a patient will spend in this stage.

Finally, they move to the Purchase stage, the time they are ready to at least “try” if not “purchase.” Patients just need to be ready to “try” to come in for a Consultation. It’s your Team’s job to get them to “ready to buy” once they’re present in your office.

To illustrate this, think of the last time you went to the department store to look at shoes. You weren’t really looking for a particular type of shoe, you just thought it’d be nice to have a new pair of shoes. When asked by the clerk if you needed help, more than likely you replied that you were “just looking.” You were in the Awareness stage. You just thought you’d like a new pair of shoes.

Compare with the last time you needed to get a particular type of shoe to go with a particular outfit to a particular event. You went to the same department store. The same clerk asked if you needed help. You said, yes. You described the type of shoe you were shopping for. You had gone through the Awareness stage and into the Consideration stage ready to enter the Purchase stage as long as the clerk showed you shoes to “solve you problem”, to find the perfect shoes for your outfit.

You can see how your callers may be at various points of these stages.

So what do you do when they aren’t in the last part of Consideration or in the Purchase stage? You win them over by meeting all the elements of a good phone conversation (which we discussed in our previous episodes), get the key critical information (name, email, phone number) and stay in touch after the call….until they do reach the right stage to buy.

Studies show that it takes AN AVERAGE of 10 touches before a patient is ready to schedule.

So you must follow up with them with (1) frequent contacts

PLUS

(2) you must nurture them by sending them valuable information periodically and reliably.

Frequent Contact

So let’s talk first about Frequent Contacts. You’ll need to stay in touch with these patients. Contact them more frequently immediately after the phone call, then stay in touch but at less frequent intervals later. We recommend a simple, easy to follow protocol we developed. It’s called the Prospect Attempt Protocol. We gave it that name because it represents the very thought-out and planned-out scheduled attempts to contact the these patients. You follow this protocol until they do schedule or until they tell you they are no longer interested - which is rare, but it does happen.

We provide the protocol we developed (and still use) at our medical spa, which we provide in our body contouring courses. It goes like this:

Send email the day of the call.

Contact the patient 3-5 days later.

Contact again 5-6 days later.

And contact one more time 5-6 days later. That takes you to about Day 17.

After that, contact the patient on a Tri-Monthly basis, every three months.

Of course, you will need to make adjustments depending on the details of your conversations.

Nurturing

In addition to the Prospect Attempt Protocol, you need to nurture these patients. You do this with providing them with valuable information, Nurturing Email Protocol. The information you provide is only “valuable” if

it’s something they’re interested in and

if it’s not salesy.

So you prepare short emails, no more than 200 words, about subjects related to their problem.

You send these every 3-4 weeks, frequent enough to stay top of mind but not so often as to be perceived as a pest.

These emails work! We’ve had many patients actually hit reply to these emails asking for more information or requesting an appointment to come in and get started. If done right, nurturing emails help to move patients along through the buying cycle.

If you need help with Nurturing Emails or in developing your Prospect Attempt Protocol, enroll in one of our courses. We can help you.

So you learned you must use the critical key information you get on your phone calls to stay in touch. You learned how to do just that with the Prospect Attempt Protocol and the Nurturing Email Protocol.

Your Action Step. Take the information you learned and create calendars and spreadsheets to schedule your actions, then track your actions. Do this for both the Prospect Attempt Protocol and the Nurturing Email Protocol. Then stay in touch with each and every caller until they become your patient. And they will if you do this correctly!

That’s it for today’s episode.

Go ahead and hit subscribe so you don’t miss a single episode.

Stay tuned for next week.

Bye for now from Shannon and Kay at the Body Contouring Academy’s Proven Profits Podcast.

How to go from Phone Call to Consultation using WRITTEN PHONE SCRIPTS

Tue, 18 Feb 2020 05:00:00 -0500

Listen as our hosts explain why you must have scripts for every ‘phone scenario’ and show you how to prepare scripts that persuade your callers to buy from you.

The show notes go even deeper and are located here:

You’re a body contouring provider. A body contouring expert. You’ve learned how to ‘look the part’ on your website and in your office. You’ve learned that your Team must also project body contouring expertise to the patients. This is especially true for those on the front line...your Phone Team.

Learning the facts is Step One, but it’s not enough. Just like you, your Phone Team must also ‘look the part’ during their phone conversations. There’s a long road between knowing the facts about body contouring and sharing that body contouring information, in the right way, with the patient over the phone.

That’s why we recommend preparing and using scripts. But why? And how? Which scenarios? And where do I start!”

Those are the questions and concerns we’re going to help you with today. We’ll tell you

why you need to script (at least at the beginning)
how to prepare scripts
what scenarios you’ll need to script out
who you should involve in your script writing process.
And we’ll give you some real life script examples that you can use in your own practice.

So let’s get started.

Why Script

You know the old saying, “What is now easy was once hard.” That is so true with handling body contouring phone calls. Many of you are new to body contouring. That means body contouring is a strange, new frontier to your team. They may have become familiar, maybe even very knowledgeable about your body contouring services, but answering the phones and relaying your key selling points may take your Phone Team a while to get good at. And if you’re not new at it, how effective at converting calls to appointments is your Phone Team? Chances are, they could use some improvement. Couldn’t we all?

Scripting serves two purposes:

It gets your entire Phone Team on the same page as to what is being said so your “brand” is consistent across all of your calls.
It gives your Phone Team confidence, a ‘crutch’ so to speak, in handling caller’s questions and in guiding the conversation. Many of these questions can prove quite challenging. Having ready-made scripted out responses, especially to some of the more difficult ones, decreases your Phone Team’s level of anxiety, which in and of itself, elevates their level of performance.
How to Script

First and foremost, you’re going to need your Phone Team’s buy-in. You’re not going to have much luck in writing the scripts yourself then handing them out with mandates to ‘use as written.’ So get your entire Phone Team involved in the script-writing process. Let them know the outcomes you want (and expect) to achieve and provide them with all the information you have learned, i.e. the 4 behaviors and the 5 elements of every phone call, etc. Task your Phone Team with creating the first drafts of the scripts and review them. If you feel changes are needed, talk it over with your Phone Team. Finalize the scripts, then get started.

These initial scripts won’t be set in stone. You and your Phone Team will need to make changes along the way.

Scripting is an important part of your Phone Team’s development. As we mentioned earlier, scripts are a type of a ‘crutch,’ something they may need when starting out. As time goes on, these conversations will become “learned behavior” or “habits.” So as soon as your Phone Team has developed these habits, and learned what they need to say and how to say it, they need to toss the scripts. They can get rid of their crutches. Sure, you’ll need consistent conversations flowing from all of your Phone Team members, but using their own natural flow, while saying the right things, is highly preferred.

Warnings about Scripts

On that note, you never want your calls to come across as cold or regimented or sound like they are reading. That’s one reason why every Phone Team member should be involved in the script writing process - so each Phone Team member should put their touch on the scripts by being a part of the process or at least feel comfortable with the scripted conversations.

Also, please allow your Phone Team members to use a bit of themselves, their personality, in the calls. It’ll feel and sound much more natural and the conversation will sound much more sincere.

Scenarios for Scripts

The more scenarios you script, the better. Thinking of all the possible contingencies requires your Phone Team to go through the mental process of problem solving for each scenario. They will be thinking of and resolving strategies long before that challenging situation rings in. Here are a few to consider.

The Price Shopper
The Know-it-all
Calling for another person
Wanting a procedure you don’t offer
The Tire Kicker
The Skeptical Caller
Dragging on and on
The Angry Person
The Indecisive Caller
The Misinformed Caller

Let’s break down a couple of these. We’ll start with The Price Shopper.

Many Price Shoppers ask a lot of questions about cost and that may even be their leadoff question. Many of these are qualified and very interested but they just don’t know what else to ask. Others will tell you they are “calling around” and they are truly looking for the “cheapest” solution. You may decide you need a bifurcated script - one for the former and another for the latter.

First determine which category to put this caller.

Price Shopper: How much is that treatment for fat?

Phones: Oh, it’s amazing. You’ll love it. May I get your first name please?

Price Shopper: Yes, it’s Maria.

Phones: Oh, hi Maria. Have you had any treatments like this before?

Price Shopper: No, I don’t know anything about them.

Phones: Okay. Let me give you some basic information. These treatments reduce inches where you want to give you the curves you want. No surgery! How does that sound?

Price Shopper: Good. I just don’t know if I can afford it.

*This answer is key. She is interested and would like to buy but wants to know if it’s in her budget. You could go ahead and give her a range (or whatever your office has decided to divulge over the phone)

But suppose she answered this way: “I just need to know the price. I’m calling around.”

Then you may want to say, “It’s difficult to give prices over the phone. That’s why we need you to come in for a Consultation. We will create a custom plan for you. How soon can you come in?” You may ultimately give her a price range but you would know it may be more difficult to schedule her in for a Consultation because she is basing her decision on one factor, alone, the lowest price.

Let’s look at one more category of callers. The caller asking for a procedure your don’t offer. Take advantage of these calls and turn them to your advantage.

Patient: Do you offer CoolSculpting?

Phones: Oh, yes we help a lot of patients reduce fat. You definitely called the right place. But we offer something better than CoolSculpting. It’s called SculpSure. It’s the most modern technology available to get rid of fat. And it’s permanent fat elimination without downtime or surgery. Truly remarkable. What do you know about SculpSure?

Patient: I never heard of it. I have heard of CoolSculpting.

Phones: Well actually when SculpSure was developed, it was designed to improve on all the shortcomings of CoolSculpting.

*Then you would go on to show how your technology is superior. Sometimes the patient buys in and other times the patient is skeptical but either way, you should handle the same way.

You can see how going through the mental processes required to prepare written scripts prepares your Phone Team in and of itself.

Action Step: Meet with your Phone Team. Explain about written scripts. Tell them the objectives you’d like to achieve. Ask them to put together written scripts to as many scenarios they can come up with. Review the scripts and make tweaks as needed. Then implement as crutches to be tossed out once good habits are formed.

So now you know how to create scripts and say the right thing every time, but what do you do when they decline to schedule an appointment?

We’ll tell you how to follow and nurture these patients who do not schedule on their first call...until they DO ultimately BECOME YOUR PATIENTS... in our next episode.

That’s it for today. Stay tuned and hit subscribe so you don’t miss a single episode.

Bye for now from Kay and Shannon at the Body Contouring Academy’s Proven Profits Podcast.

How to Turn every Phone Call into an Appointment using 4 BEHAVIORS and 5 ELEMENTS

Tue, 11 Feb 2020 05:00:00 -0500

Learn the 4 behavioral characteristics and 5 conversational steps your Phone Team must use to create the type of relationships with patients that lead to sales for you and your business.

The show notes go even deeper and are located here:

Awww….the sound of the phone ringing (sound of a phone ringing)....it’s music to all of our ears.

That sweet sound of prospective patients calling...interested in our body contouring services.

But...when was the last time you called your office, not just to check-in, but to really see what your patients experience?

Have you done it ever? Or have you ever employed the services of a secret phone shopper?

So is your office ready to capitalize on every opportunity, on every single phone call?

Maybe not...but we’re going to get you ready.

In this episode

we’ll show you how to turn every call into an appointment with actionable steps you can put into practice

There are two components to your Phone Team’s performance.

How to ACT
What to SAY

How to ACT: 4 Behaviors

Let’s start with the way your Phone Team should act during phone calls to meet the needs of your prospect patients. Unlike a traditional medical practice or even an aesthetic office focused on skin and beauty, your prospective body contouring patient’s decision to pursue body contouring services is emotionally charged and is a two-fold decision:

The decision to pursue body contouring services at all
Once that’s decided, the decision regarding which Provider to choose.

So it’s imperative that your Phone Team demonstrates the following FOUR BEHAVIORS during all body contouring phone calls:

Enthusiasm
Empathy
Concern for the Well-Being of the patient
Quickly and Confidently answer questions

Let’s discuss each of these in more detail.

They must be Enthusiastic. It must be genuine and in the right doses. It must be mixed in with other emotions to be perceived to be sincere.
They must express Empathy for the callers. This is a key component. Many of your competitors miss the ball on this one so when you fill this emotional gap, your practice shines.
Your Phone Team must express their Concern for the Well-Being of the callers. This is similar to empathy but different. It can be expressed by asking questions and showing interest in what the patient is saying. For example, by asking follow-up questions and acknowledging what the patient says.
They must Answer Questions Quickly and Confidently. Your Phone Team must be well-trained and able to field most questions. But when they don’t know an answer, they must never say “I don’t know,” but instead should say “Let me find out for you.” You must realize that these callers will judge you and your practice based on the ability of your Phone Team.
These FOUR BEHAVIORS should become habits or ‘second nature’ for your Phone Team - Enthusiasm, Empathy, Concern and Quick & Confident Answers.

So you know how your Phone Team should ACT during the calls, now let’s move on to what your Phone Team should SAY during the calls.

What to SAY: The 5 Elements crucial to every phone call

The Greeting
There are 4 PARTS of a strong greeting:

A warm hello
The name of your practice/business
The name of the Team Member who answered the call
An offer to help

Here’s an example of a good greeting:

“Good Morning. Thank you for calling Body Beautiful. My name is Charlotte. How may help you?”

Here’s an example of a bad greeting:

“Body Beautiful, Charlotte speaking.”

The Motivation
Next, discover the Motivation for the call.

Is it a body contouring call?
Is this patient new to your practice?
Is this patient your established patient who has a new interest in body contouring?

If you learn this is a new patient, then welcome them to your business.

“We are so happy you called us at Body Beautiful. What are your interests or concerns? I’d love to help you with them.”

If you learn this is your established patient with a new interest in body contouring, congratulate them on the decision.

“Let me say that you are going to love these body contouring treatments. They are totally amazing. I’d love to help you today. What questions do you have?”

There is some key information your Phone Team will need to get from the prospective patient. Depending on the course of the conversation, your team can get it during the beginning of the call, within the body of the conversation or at the closing of the call. This information is critical both for patients scheduling appointments and for those who do not schedule.

Key Patient Information
Key Patient Information you must get before the call ends

How the patient learned about your office (and if it’s an established patient but new to body contouring, how she heard about the body contouring services)
The patient’s email address
The patient’s cell phone number

So to summarize where we’ve been, the first element is a Proper Greeting, the second is discovering the Motivation for the call and three, getting that Key Information sometime before you end the call. Next, the real “meat” of the call, the Body of the call.

Body of the Phone Call
Ask open-ended questions, i.e. “What areas trouble you?”
Display a depth of knowledge about body contouring, i.e. “There are so many choices for fat reduction. For example, did you know there are over 40 different devices available?”
Express enthusiasm for the body contouring services (include personal or ‘patient’ story if applicable), i.e. “I had the treatment...to my abs. I am so happy I did. I’m wearing pants I haven’t worn in years.”
Describe the provider and/or facility as body contouring expert(s), i.e. “We’ve helped so many people contour their bodies. Dr. Handy is really an expert at helping people reduce fat.”
Keep your discussion on point and in tune with your facility’s ‘brand’ and ‘USP,’ i.e. “Above all, we want you to feel welcome and comfortable here.” Is there anything we could have waiting for you to drink besides water? We can also offer you green tea and diet coke.”
Exhibit both empathy and a concern for the patient’s well-being, i.e. “I am so sorry to hear that. Did you have any more problems after that experience?”

Closing
It’s not just a simple goodbye. There are five elements of a good closing.

5 Elements of a Closing

Restate the patient’s name
Summarize the highlights of the call
Ask the patient if she has any further questions
Ask for or confirm the patient’s email address (to send email confirmation if she is scheduling or to send ‘helpful information’ if not scheduling)
Ask or confirm the patient’s cell phone number
Thank the patient for her time

Let’s look at a couple of good examples:

Scheduling Patient

“Okay, Melissa. I’m so happy you’ve decided to come in and learn more about our body contouring treatments. I have you scheduled in for a Consultation tomorrow at noon. I’m so excited to meet you in person; I feel like I know you already! Thank you for your time. Let me verify your email, melissa@yahoo.com and your cell number 333-333-3333 for your appointment confirmation. Any other questions I could assist you with before tomorrow?”

Non-Scheduling Patient

Phones: “Okay, Melissa. I enjoyed chatting about how we can help you contour your body. I feel sure you’ll be impressed when you learn more during a Consultation. Thank you for taking the time to talk with me. Since you’re not ready to schedule, we’ll send you some helpful information. May I have your email so I can send it your way? And also your cell phone number. I like to text after I send the email to let you know I’ve sent it. Any other questions I could help you with?

Patient: No more questions, I don’t think. My email is melissa@hotmail.com and my phone number is 555-555-5555.

Phones: Okay, so that's melissa@hotmail.com and 555-555-5555. Super. I’ll send that email your way, then check in with you in a few days. Sound Okay?

Patient: Yes, that sounds good.

Phones: Okay, Melissa. Please enjoy the remainder of your day. We’ll talk again soon. Goodbye.

Patient: Thank you. Goodbye.

Turning phone calls into appointments is an achievable goal. You’ve learned how.

You know that phone conversations with body contouring patients can be emotionally charged, so your Phone Team must employ 4 key Behaviors - Enthusiasm, Empathy, Concern and Quick, Confident answers - to meet this particular challenge.

And you’ve learned that your Phone Team must meet 5 Elements - Proper Greeting, Motivation, Key Information, Body and Closing - during every phone call.

Action Step: Assess your Phone Team. Listen to their conversations. You can listen just from their end but it’s better if you can record. We think you’ll find they could use some improvement. Discuss the 4 Behaviors and the 5 Elements with your Phone Team. Make a checklist to evaluate them. Block out time in their schedules for role-playing asking them to put their newly acquired knowledge to work. Scriptwriting may be in order.

In our next episode, we’ll continue with our topic of telephones and discuss how writing phone scripts is key to your success in body contouring.

That’s it for now. Please stay tuned for next week. Hit subscribe so you don’t miss a single episode.

Bye for now from Shannon and Kay at the Body Contouring Academy’s Proven Profits Podcast.

How to use SMART CONVERSATIONS with Patients to Trigger Sales

Tue, 04 Feb 2020 05:00:00 -0500

Kay and Shannon show you how the right kind of conversations with patients can (and should) initiate the sales process.

The show notes go even deeper and are located here:

Initiating conversations with your existing patients that lead to sales. That’s what you want. But you can’t stop at simply initiating, you’ve got to carry them far enough to end in an appointment for a Consultation.

So you’re ready to start initiating! You have props in and around your office and your entire team is wearing buttons - all promoting your body contouring treatments and inviting comments. You want patients to take notice, show interest and ask about your new offerings but when you’re first starting, those first conversations can be a bit (or a lot) scary.

Today, we’re going to guide you through these conversations. We’ll give you directives on how (and how not) to communicate, examples of what and what not to say and ways to keep the conversations going.

So let’s get started.

First, understand that patients have different expectations of Team Members and Providers. Because of these expectations, your Team Members should be much more promotional, warm, excited and enthusiastic than you as a Physician, NP or PA.

So how do your Team Members show warmth, excitement and enthusiasm about your body contouring treatments? It starts with something as simple as a smile. A smile (or absence of a smile) is a form of non-verbal communication. Have you heard the adage that communication is only 7% verbal and 93% non-verbal? We’re not sure if it’s that extreme, but non-verbal cues, such as smiling, are huge in human interactions, and especially in the sales process.

Your Team Members must have enough basic knowledge about your body contouring services that they can speak about them with ease. Each one of them may not have enough working knowledge to take the conversation all the way so we recommend that you select at least one Team Member as your Designated Body Contouring Team Member. The rest of your team can refer to that designated person after the initial conversation with the patient. More than one Designated Body Contouring Team Member is better, but do what you can.

Communication Basics for all Team Members
Sincerely smile
Take notice when patients are looking at props and initiate the conversation if the patient doesn’t
Be excited, enthusiastic about the treatments
Share with the patient their own experience with the treatments (if they’ve had the treatment)
Use open-ended questions
Keep conversation going with more talk - even if the patient seems to have faded away
Do not allow conversations to end on a bad note; always reply with something positive
End the conversation with something like, “Great! I’m going ask Yvonne to speak with you briefly. She is an expert at these treatments.”
If the patient declines to speak to Yvonne, the Team Member should say something like, “Okay, I’ll tell her about your questions. She may email you some information or give you a call. How does that sound?”
What if the patient declines to speak to Yvonne with a comment like, “Oh, don’t worry. I don’t want to bother her.” Your Team Member should reply with “Oh, it’s no bother at all! Yvonne loves to talk about body contouring.”

The Team Member’s goal is to get the patient with Yvonne while the patient is at the office. That enables Yvonne to schedule a Consultation, which should ultimately lead to a sale.

In the alternative, if your Team Member is unable to get the patient with Yvonne, the patient will have notice that Yvonne will be emailing and/or calling the patient to provide more information and hopefully get them back in for a Consultation.

*The key is to get that conversation started and a Consultation scheduled while the patient is in the office and while the patient is ‘hot,’ meaning while those emotional buttons have been pushed. Remember, buying is an emotional decision justified by logic.

Let’s move on to Providers.

The Provider is seen by the patient as the ultimate authority for the reason the patient is at the office. Failure on the part of the Provider to convey to the patient their interest in and attention to the patient’s chief complaint can result in disastrous results - up to and including, losing the patient entirely.
As we stated, with rare exceptions, Providers should not initiate conversations with patients about body contouring treatments. These are some basics for Providers.

Communication Basics for Providers (Physicians, NP’s, PA’s)
Patients expect their providers to be attentive to their medical needs when they are in the office for a medical reason.
Even though it may be acceptable for your Team Members to ask, “Did you hear about our new treatment that blasts fat?!,” the provider should never do so.
The Provider should never initiate the conversation about the body contouring treatment with the patient.
The Provider should be well versed in the treatments and have the ability to field any questions from the patients.
Though it’s personality-based, most Providers are more comfortable discussing the treatments from the standpoint of safety and efficacy, more clinical and research oriented.
The Provider should be willing to share that he/she had the treatments done himself/herself with the patient.
Even if the patient asks about the body contouring treatments, the Provider should tell the patient that he/she will take care of the reason they are there, then discuss the body contouring afterwards.
The Provider should discuss how members of his team had the treatment and that they are very happy they did.

Your Action Steps for this Episode:
Block time out for your Body Contouring Team Member(s) to create sample scripts for the rest of your team. Then block out time for your Team Members to role-play with the scripts. The more practice your team gets, the more comfortable and effective they’ll be in guiding the patient down the path to a Consultation and ultimately, to a sale.
Set goals. Put their practice to work. Set a daily goal or a weekly goal of Consultations scheduled from patients in your office. Make it fun and give incentives. Have a Contest with a Reward going to the Team Member with the most patients scheduled for a Consultation.

That’s it for now. Stay tuned in for next week.

Please hit subscribe so you don’t miss a single episode.

Bye for now from Kay and Shannon at the Body Contouring Academy’s Proven Profits Podcast.

How to Use ‘PROPS’ to Elicit Conversations that Lead to Sales

Tue, 28 Jan 2020 05:00:00 -0500

In this episode, we provide actionable tactics revealing how certain props in strategic places really do ultimately result in mega sales.

The show notes go even deeper and are located here:

So you’ve started a body contouring business or added body contouring to your established aesthetics business and you’re thinking, “I have a whole bunch of established patients that I think would be (and should be) interested in having a treatment to trim some inches.”

And, you’re right! You do. These folks are your low hanging fruit.

So how do you grab the attention of these patients to tell them about body contouring when they’re in your office?

That’s the question we’re going to tackle today. How do you start that conversation with your patients when they are present at your office so they know about body contouring? How do you bring it up? Or do you have to?

The solution is simple really. You elicit conversations with props that you strategically place around your office and even on your body.

Here’s how.
Start with a sign outside of your office. It doesn’t have to be expensive. A simple chalkboard and easel will do. Write something like NOW OFFERING FAT REDUCTION TREATMENTS. ASK US!
You’ll be surprised how many people will tell you that they’re supposed to ask you, especially your older patients.

In your lobby, display a tall banner advertisement. The easiest way to get these banners is from the device manufacturer but you can always design your own using Vistaprint or pay an advertising company to design your banner.

Place brochures at the Reception desk. Patients signing in and checking out should see the brochures.

Strategically position real-life model replicas of one pound of fat, five pounds of fat and/or ten pounds of fat in your exam rooms. You can find these anatomical models online. Beside each model, place brochures about your treatment offerings.

Place posters in your restrooms.

You may also use varying size posters in your exam rooms, hallways, and reception lobby and office. You should be able to get posters from the device manufacturers, and if not, you can design in-house or hire an outside company to design.

Caution: Make sure to have one prop in each room but don’t overdo it. It’s okay to have brochures in each room with another prop but more than one prop may be too much. ***We need some kind of story here***

Finally, order some buttons for your entire team to wear. These buttons should say something similar to the sign outside your door, “Want to look slimmer? Ask me how.”

Your Action Step for this episode:
Walkthrough your office, from outside your building all the way through. Identify where you can (and should) place props to elicit conversations. Refer to our show notes to ensure comprehensive coverage of your office. Make your plan. Order your signs and materials.

If a patient has an interest in body contouring, one or more of these props should elicit that important conversation that could (and should) ultimately lead to a sale. But now what?! What do you say when they ask? Is it okay for any member of your team to talk? How do you steer that conversation down the path to a sale?

We’ll answer all of those questions and more in our next episode. So stay tuned.

Please hit subscribe so you don’t miss a single episode.

Bye for now from Kay and Shannon at the Body Contouring Academy’s Proven Profits Podcast.

Laying the Groundwork for a Thriving Body Contouring Practice: UNIQUE MUST-DO’s

Tue, 21 Jan 2020 05:00:00 -0500

Learn why body contouring patients are strikingly different from any other patient and discover how to meet their needs, make them happy and turn them into your raving fans.

The show notes go even deeper and are located here:

No matter the category you fall - new start, adding to a medical practice or adding to an aesthetics business - to succeed in body contouring, you’re going to need to change some things in your current business - in both (1) your operations and (2) with your team. And if you don’t have a current business and you’re just starting out, you’ll need to do these things to start out right.

Body contouring patients are different from both your medical patients and from your other aesthetic patients. They can have feelings of shame, disgust and ugliness. I can’t even tell you how many patients who’ve told me that they decided to come in because they were so tired of feeling disgusted with themselves and had to do something about it. They won’t all verbalize this, but based on our years of experience, we believe they all feel it to a certain degree. And they definitely all come in feeling a loss of confidence.

“Fat” is stigmatized in our Western culture. It’s the thinner bodies that are characterized as our ideal, which is only accelerated by the bodies portrayed as beautiful by our media. And as you know, not everyone is designed to fit that ideally thin image. An important note here, not everyone who comes in for body contouring is even overweight. Some just want to trim some inches and improve their bodies. But nearly all of them still feel “fat” and suffer with all the emotions associated with being “fat.”

Don’t worry. We don’t intend to dive into a deep discourse about our societal norms and judgments. We’re simply bringing home our point. Patients feel really bad when they “feel fat,” and whether we consider them as “fat” or not, they all require special care and handling - we believe different from all other patients.

So here are the things we suggest you consider.

Operations

Be sensitive to their feelings and remain positive. Express excitement and encouragement with their decision to consider body contouring. Validate their decision as being smart.

Support their decision and show empathy. They’ve taken the first step. Listen to them and nod in agreement. Smile. If you’ve been through something similar, tell them so. If you’ve struggled with body issues, share with them. Many times these patients feel that everyone who works at a facility that does body contouring has the perfect body; remind them we’re all human with our own struggles. We’ve had many patients at our medical spa comment that they felt so comfortable. They were afraid they were going to feel intimidated but they didn’t. Through our communications and interactions, we showed them we were human with human faults.

Handle with TLC. Go into the lobby to approach them with a smile, handshake and a warm welcome. Do not yell their name from the doorway.

Watch your choice of words. Think carefully before you speak. Could your choice of words be misunderstood? Also, don’t mimic the patient’s choice of words as they may be hurtful coming from you. Avoid saying ‘roll of fat,’ use ‘excess fat’ instead; avoid saying ‘hanging fat,’ use ‘unwanted fat’ instead.

And for the Team:

Team

Get your entire Team “on board” with Body Contouring by doing these things:

Each team member must grasp a thorough understanding of what the treatments do, how they work and why they are great
Each team member must smile sincerely and display excitement talking about body contouring
Each team member must know that people buy from people they like and understand their impact in this even if they are not doing the consult or the treatment
Finally, each team member must be willing to listen and learn from your in-office body contouring team members

Which brings up our final Team Recommendation - to appoint at least one Designated Body Contouring Team Member. More than one is great, but you need at least one.

Your Designated Body Contouring Team Member must be chosen carefully. Look for these qualities:

Should be ‘natural smilers” - everyone should smile but smiles must be sincere and not “fake” or forced; smiling is a form of non-verbal communication and studies show that a person with a fake smile is seen as untrustworthy.
Must be a “skilled listener”- must be an active listener which is a skill not everyone has; it’s fully concentrating on what’s being said rather than just ‘passively’ hearing the message. It involves listening with all senses.
Should express empathy readily - Empathy, as you know, is the ability to put yourself in another’s shoes, then relate and understand, even if it’s not familiar to you. In other words, your Designated Body Contouring Team Member need not necessarily be a person who has suffered with body issues herself, but she does need to be someone who can show interest, ask questions, acknowledge the patient’s feelings, show care and concern, and provide support without judgement - then give the patient hope that your body contouring services can give her the solution she is looking for.
Has the ability to become the body contouring leader and the body contouring advocate for you in your office. Willing to put in the work to grow professionally, such as learning about unwanted fat, become versed in fat reduction treatments, work towards being an expert at the selling process and the psychology of sales, etc.

Your Action Step for this episode:

Create two checklists, one for Operations and another for your Team

Refer to our show notes for the details. We’ll have it all there for you. After completing your checklists, create a plan to meet all the criteria you fall short on. Do it now because it’s time to turn up the profits!

That’s it for today but there’s more to come…

Stay tuned and subscribe so you don’t miss a single episode!

Bye for now from Kay and Shannon at the Body Contouring Academy’s Proven Profits Podcast.

How to Build Your Body Contouring Brand by Shaping the Patient’s Perception with the ‘Patient’s Eye View™’

Tue, 14 Jan 2020 05:00:00 -0500

Listen as our hosts reveal one of their proprietary methods, the ‘Patient’s Eye View, which when followed, will take your body contouring business down the path of unrivaled success.

The show notes go even deeper and are located here:

To get your office ready for body contouring patients, to quote the renowned business trainer, Katie Zabriskie, you must always remember that “Your patient’s perception is your reality (or your truth).”

So when you want to achieve success with body contouring, this basic concept must always be first and foremost on your mind at every step. It’s your customer’s perception that matters so you must create the perception that you are the body contouring expert.

You probably fall into one of three categories, you’re adding body contouring to your medical practice, you’re adding it to you established aesthetics business or you’re a brand new body contouring provider. Either way, start now evaluating everything from the patient’s perspective.

You have the power to shape the patient’s perspective, and therefore to create the reality you want to create - that of a body contouring expert.

Just like you focus on the way your website looks and the content it contains to set yourself up as the expert, you must stay mindful of how your office looks and what it contains. And from the patient’s standpoint.

We call this the Patient’s Eye View.

The Patient’s Eye View has two parts.

First, it’s emotional, not logical. Many facets play into the Patient’s Eye View that are not be based on logic. People form opinions, for the most part, based on how they feel, on emotion. So you’re probably thinking. How could this occur? It’s so because perception very often exists even without our awareness. Now that’s profound. Let’s repeat it. Perception very often exists even without our awareness.
Second, understand that you don’t see things from the same standpoint as your patients - for a couple of reasons. The first one is you see your office day in and day out. We’ve learned from research that we often don’t perceive stimuli that remain relatively constant over time. This is called sensory adaptation. The second reason is that you just don’t share the same experience as that of the patient.

For example, how many times do you go out and sit in your waiting room? Do you know what time in your waiting room is like for patients?

Let’s put the Patient’s Eye View into action.

Here’s an Action Step. Go out to your lobby sometime before patients arrive or after they leave one day. (It might cause too big of a distraction if you sit with them during office hours.) Don’t tidy up. Don’t turn down the television. Don’t change a thing. Just sit down. What do you hear? What do you see? Are the chairs comfortable? What do you smell? How would you like sitting there for 20 minutes or more? What feelings does it evoke?

Take a look around. Do you see dust bunnies in corners? Are there marks and scratches on the walls? What about the decor? Does it fit within the boundaries of you body contouring brand?

When you’re setting the stage for body contouring, the old adage is true - the devil is in the details. The details definitely strike an emotional chord. Think of how you feel if you walk into a place that appears outdated and cluttered versus a place that is clean, neat, updated, great sounds and smelled good?

Take a look from another perspective. Action Step Number Two. Do this one on another day. Enter your office as your patients do. Park in the front. Go through the front door. What was it like to park with patients? Did your signage reflect your expertise in body contouring? Is the exterior, the door, window, signage all in line with your body contouring brand?

We recommend you go through Action Steps One and Two yourself, then ask your staff to do the same. Make a checklist for everyone to use. Take the exercise to other rooms, your exam rooms, the bathrooms, and standing at the reception desk as a patient would. Gather the input from the checklists and come up with your own action plan to create your reality - the body contouring expert - by shaping the patient’s perception using The Patient’s Eye View.

That’s it for today but there’s more to come…

Stay tuned and subscribe so you don’t miss a single episode!

Bye for now from Kay and Shannon at the Body Contouring Academy’s Proven Profits Podcast.

EDUCATE rather than SELL to attract more customers now…and later

Tue, 07 Jan 2020 05:00:00 -0500

Kay and Shannon give you a blueprint for becoming the “go-to” provider. They conclude their three-part series about using ‘differentiators’ to achieve massive success, with how to be the ‘Educator,’ not the ‘Seller,’ to get more patients now…and later.

The show notes go even deeper and located here:

You want to profit more with body contouring. You want to capture the biggest share in the market. And competition is fierce.

To engage and attract more patients, you must separate yourself from the masses. You must differentiate.

Previously, we’ve discussed great differentiators - using a Unique Selling Proposition and WOW’ing ‘Em.

Today we’ll explain why you must not ‘sell’ like the rest; you must use education based messaging to win trust and ultimately, to bring more customers through your doors. And sometimes, you must be patient because some customers take a long time to make the buying decision.

But they will ultimately buy and you want them to buy from you.

So first we’re going to discuss how to set yourself up as an Educator, not a Seller. After that, we’re going to tell you how to win at the Waiting Game for those potential customers who wait a long time to take action.

First -

How do you do this, educate rather than sell? Your website absolutely needs to look different from the rest. It needs to be fresh and new and filled with helpful information. You need to be the provider who gives the customers the information they need or want.

To keep information fresh, include frequent blog articles, in depth discussion about treatments and issues, a variety of videos and a large library of before/after photos. Give potential customers a reason to want to return to your website again and again and again.

Next -

How do you successfully win the waiting game? People make buying decisions differently, at different speeds, and for different reasons. Many potential customers will consider your services for a long time before contacting you. Studies show many consumers take up to 18 months before making the decision to come in and buy. You may have won them over initially but you must stay at the top of their mind - no matter how long it takes.

How do you do this? You continue to be the educator, the provider and the business that continuously provides useful, helpful information.

Use a Contact Form on your website to capture the contact information from your website visitors and continue providing helpful information to them via emails. At our medical spa, we wrote an Pricing Guide eBook to answer commonly asked questions and to assist us in capturing the contact information from these potential customers. But you don’t have to produce an eBook; you can use a simple contact form.

Most website visitors are willing to provide their contact information if they think the information you have provided them has been useful and worthwhile and they’re excited about it and look forward to more.

In these emails, nurture them with education. We send these educational emails, called Nurturing Emails, at our medical spa. These emails are short and provide a tidbit of helpful information. Nurturing emails are super valuable because they’re all about building relationships, trust and value and staying top of mind.

Plus - they also provide an added benefit to your business. They build upon your reputation as the body contouring expert in your community.

When starting a Nurturing Email Campaign, remember these

important Guidelines for Nurturing Emails:

Should not be a sales pitch - customers will lose interest and trust quickly if you’re sending them offers to buy;
Should be helpful - you want to provide value up front, giving your potential customers something that helps them without asking for a single thing; and
Should not be about your practice or business - if you talk about how great you are or why they should choose you, your potential customers will tune you out and your nurturing will not be effective.

HERE’S A TWO PART ACTION STEP:

So… take a good hard look at your website. Do you have a Contact Form? Do you provide helpful information? Do you update that information regularly with blogs?

Next, consider starting a Nurturing Email Campaign and be careful to follow the Guidelines.

That’s it for today’s podcast and that concludes our three part series on How to Differentiate your Business to win more patients and mega profits.

Be sure to subscribe so you don’t miss a single episode!

Tune in next week.

Bye for now from Kay & Shannon at The Body Academy’s Proven Profits Podcast.

WOW Customers before they walk through your doors

Tue, 31 Dec 2019 00:45:00 -0500

Our hosts show you how to WOW customers and convince them to buy from you even before they walk in your door. Part 2 in our 3 part series, the WOW differentiator requires you to amaze patients with perceptions you create through your website.

The show notes go even deeper and are located here:

You want to make more money. You want to carve out a bigger piece of that body contouring pie. And the competition is tough.

The foundation to attracting more customers and bringing in more revenue is with Differentiators. You have to stand out from the crowd.

We’ve previously discussed the value and necessity of having a Unique Selling Proposition or USP. Have you developed yours?

After our first differentiator, the USP, the second differentiator you need to know is what we refer to as the WOW differentiator. The WOW differentiator requires you to amaze and impress potential customers even before they become your customer.

So, how do you do this?

You must remember that potential customers want experts, body contouring experts. Wouldn’t you? So maybe you already are an experienced, seasoned expert or maybe you are completely new at body contouring. Either way, you need to give potential customers the perception that your are an expert in body contouring.

So whether you focus solely on body contouring or whether body contouring is one of the multiple services you provide, you must set up body contouring as a separate business or a business-within-a-business. That’s the only way to WOW from the start.

We know what you’re thinking. That’s impossible. How am I going to do that?

It is possible and it’s really not that difficult.

Why?

Because WOW’ing starts with your website. Your website is your chance to create the perfect ‘first body contouring impression’ and grow that first impression into a long lasting one. Your website will tell the customer why they should choose YOU for body contouring.

Think about it. If you were shopping for a service, who would you choose? Someone who appeared to specialize and be really good at something or someone who offered multiple services and appeared to be a jack-of-all-trades?

So make sure your website includes the following elements.

Build a separate landing page for your body contouring services. You could even get a separate URL for body contouring. You could call it something like, Expert Body Contouring by Dr. Jack Perkins.
On that page (or website), tell your story, who you are and why you’re the expert at body contouring and why customers should choose you.
Include videos about your services. Keep the videos under 2 minutes. Everyone loves short videos and they’ll watch them. Just make sure the videos are relevant to the page. We’ve seen some websites where the videos don’t fit the page. This could backfire as it may create distrust from your potential customer.
Display your before/after photos. If you don’t have them, use the manufacturer’s. But display your own as soon as you can so your prospective customers can judge you based on the good work you do.
Add patient testimonials, both written and video, to that page. At our business, we include multiple video testimonials on our website.
Make sure you have contact information everywhere. Include your phone number, a digital contact form and a way to book an appointment from the page. Different people prefer different ways to communicate. Include all of them and communicate with them in their preferred method of contact. At our medical spa, provide 3 ways to communicate - we display our phone number, provide a contact form and offer a way to book an appointment.

Also crucial to your website and to your differentiation - Blogs. Blogs provide a perfect vehicle for you to tout your expertise, to display your knowledge and to be more persuasive than any other means available. Good blog posts lead to people seeing you as an authority, possibly THE authority, on body contouring.

We blog regularly and often. We compare and contrast body contouring technologies (promoting the devices we have in our office); We talk about frustrations with fat loss and ways to achieve it; We discuss weight loss, cellulite, menopausal body changes, and all other body shaping topics.

HERE’S YOUR ACTION STEP:

Now’s the time to take a good, hard look at your website. Does it meet these tests? If not, start to work to change it now. And you must follow each of these steps without deviation to attract patients by WOW’ing. In other words, it won’t work if you skip or alter a step.

You should know that once the prospective customer becomes your patient, you’re going to continue to WOW once they arrive at your place of business. We’ll discuss ways to continue to WOW when they arrive - and even after they leave - in future podcast episodes.

That’s it for today but there’s more to come...

Stay tuned and subscribe!

Next week, in our next podcast episode, we’ll discuss -

How to attract potential customers by differentiating yourself and your business by Educating, not Selling.

Bye for now from Kay and Shannon at The Body Contouring Academy’s Proven Profits Podcast.

Invent your OVERALL UNIQUE SELLING PROPOSITION to attract more customers

Tue, 24 Dec 2019 00:45:00 -0500

In this episode, we provide actionable strategies showing you how to create an Overall Unique Selling Proposition. Part 1 of 3, the first step to attracting more patients and yielding mega-profits is to differentiate yourself and stand out from the crowd.

The show notes go even deeper and are located here:

You want to make more money. You want more body contouring patients.

You know the competition can be brutal, but you can and you must differentiate yourself from the rest to achieve the success you want.

We have found that it’s pretty universal in all businesses. Businesses that succeed are often not doing anything outside of the ordinary or complicated. But what they are doing are the right things over and over and over again with consistency and without wavering. These businesses decide what they want to do, then stick to the basics, the fundamentals, and they never deviate.

For example, Chick Fil A. Have you noticed how they never say “thank you.” They say “my pleasure.” Every Chick Fil A has fresh flowers on every table. You don’t shop Nordstroms for price. You shop there for the quality merchandise and over-the-top customer service.

There’s several different ways to differentiate and we’ll discuss some of those in other episodes but in this episode we’re starting with your Unique Selling Proposition (USP). That’s because you can’t talk about setting yourself apart from the rest of the pack without first talking about Unique Selling Proposition or USP.

Your USP defines your business’ unique position in the marketplace. Quite simply, it’s the reason your product or service is different or better than all the other same or similar products or services in the marketplace.

In other words, what are the reasons that patients would choose to come to your practice or business for body contouring? Who are you? Why are your different? Why go to your practice?

Let’s talk real life practical examples. Like

years of experiences
awards or certifications
are you locally owned and operated?
do your team members have certain designations?
have you performed a large number of body contouring treatments? If so, how many?
do you offer anything unique?

Like at our medical spa, we have a ‘Rejuvenation Bar.’ We don’t have a waiting room. Now that’s totally unique. The bar is a totally cool place to hang out, fill out paperwork, enjoy a complimentary non-alcoholic beverage (what we call a ‘Puretini’), chat with others and just enjoy some “me” time. We have a television behind the bar playing “Sculpt Away TV” - educational videos about our services and products.

Now that’s a unique USP but it doesn’t have to be that unique. For example, you could expand on being the hometown guy who became a body contouring expert and you could practice anywhere but this is your home and your people and that’s where you’ve chosen to live and who you’ve chosen to help.

And don’t look at just one thing. You should pick 2 or more things and combine them for an overall differentiated value. It’s hard to completely unique, to be the only one with something so you shouldn’t hang your hat on just one thing. Someone else in our city could duplicate our Rejuvenation Bar. Sure, they couldn’t replicate it exactly but we would no longer be the only one with a Bar. So we use other differentiators to define ourselves to define our overall differentiated value.

These are our other differentiators, which when combined, define our USP:

We offer a computerized laser body scanner.
We offer added value of a lymphatic treatment to every body contouring procedure.
We tout our expertise as having performed over tens of thousands of body contouring treatments over many years of experience.

All of this combined, part of what we refer to as the ‘SCULPT AWAY WAY,’ is our USP or Unique Selling Proposition.

Now it’s time for YOU to DIG DEEP. How do the chips stack in your favor?

Each one of you listening is in a unique position.

You may not realize it but you are.

HERE’S YOUR ACTION STEP:

What things can you do ‘the best’ or ‘differently’ to appeal to potential customers and ultimately create an incredible experience for your patients that sets you apart from the crowd?

That’s it for today but there’s more to come…

Stay tuned and subscribe!

Next week, in our next podcast episode, we’ll discuss -

How to attract new patients with differentiating yourself and your business by WOWING your patients before they come to see you.

Bye for now from Kay and Shannon at The Body Contouring Academy’s Proven Profits Podcast.

Introduction, Show Formalities and What You Can Expect

Tue, 09 Jul 2019 19:14:08 -0500

Learn how our hosts, Kay Overley and Shannon Schimmel, came to dominate the body contouring market and how you can easily replicate their success. As you listen to their individual stories and how they came together to create their latest medical spa, you’ll understand how their particular combination of talents, their ambition, work ethic and skill sets, set the stage for their incredible success.

The show notes go even deeper and are located here: