Why Providers Hate Selling, Fixing the 'Retail Gap,' and Operationalizing High-Margin Revenue

In this episode, host Don Adeesha joins Bertha Osorio-Campbell, founder of the Optimal Weight Loss Institute, to explore the intersection of executive performance and clinical entrepreneurship. Bertha argues that normalizing chronic stress as a necessary cost of scaling is a critical error, sharing how the relentless pursuit of growth can actually destroy the biology of the provider running the business. Bertha breaks down the biological impact of decision fatigue, explaining how sustained executive demand keeps cortisol levels chronically elevated. She highlights the hidden costs of this dysregulation, detailing how an impaired prefrontal cortex shifts CEOs from strategic leadership into survival mode, leading to impulsivity and poor decision-making. She also distinguishes between true physiological burnout, which is measurable through biomarkers like sleep fragmentation and brain fog, and structural misalignment, which ultimately manifests as resentment. Finally, Bertha shares her framework for operationalizing nervous system regulation and advocates for a shift from a revenue-first design to a physiology-informed design. She urges owners to establish daily downshift windows, reduce decision density, and release the sunk costs of failing service lines. Warning against blindly following industry trends, she encourages leaders to build a sustainable business model that serves their life rather than consuming it.

In this episode, host Don Adeesha joins Laura Crowley, CEO of Laura Janet & Co, to tackle the "retail gap" in aesthetic practices. Laura explains why the best clinical providers often struggle with retail sales, feeling that it compromises their clinical integrity. She shares how to psychologically rewire a team to reframe product recommendations from a commercial upsell to a necessary part of patient advocacy and optimal medical results. Laura breaks down the operational failures that cause half of your patients to leave empty-handed, advocating for retail integration that starts with pre-appointment paperwork. She details how to fix the consultation and checkout process by presenting a comprehensive written treatment plan and then simply "stopping talking" to avoid over-explaining the price. Beyond tactics, she warns against just throwing commission at low sales, instead emphasizing financial transparency, regular one-on-ones, and targeted product education to foster an ownership culture among staff. Finally, Laura encourages owners to embrace employee personal branding as a powerful marketing tool rather than fearing patient theft. For owners trapped in the treatment room, she shares her blueprint for stepping back: delegating low-hanging tasks to an assistant, building Standard Operating Procedures (SOPs), and dedicating non-negotiable "CEO hours" to strategically work on the business instead of in it.  

In this episode, host Don Adeesha joins Dr. Milind Kachare, a plastic surgeon at Nayak Plastic Surgery, to dissect the "high-performance associate" model. Dr. Kachare explains his "practice within a practice" approach, detailing how he carved out a distinct Breast and Body lane within a predominantly facial surgery ecosystem. He shares the critical preparatory steps he took before day one, including establishing specific protocols and consents, to ensure he could generate his own leads rather than relying solely on the founder's overflow. Dr. Kachare breaks down how to leverage academic weight in a market saturated with social media trends. He argues that while patients may not count publications, they value the translation of that data into understandable safety assurances. He illustrates this with a dramatic case study involving a gunshot wound to an implant, showing how evidence-based storytelling can prove product integrity and empower patients to make decisions, ultimately justifying premium positioning. Finally, the discussion turns to recruitment and culture, exploring why top talent chooses long-term commitment over short-term stepping stones. Dr. Kachare highlights the importance of transparency and the "green flag" of a founder who prioritizes legacy over quick monetary gains. He urges associates to adopt an owner's mindset by evaluating equipment purchases through the lens of ROI and viewing board certification as a strategic investment in the practice's brand equity.

In this episode, host Don Adeesha sits down with Sonja Landtrachtinger, CEO of Beauty Zentrum Group, to address the frustration of the "non-responder" - the patient who undergoes treatments but fails to see results. Sonja argues that clinics typically blame the device when they should be blaming the biology, specifically the gut-skin connection. She details her business model based on neuroaesthetics, where she treats the nervous system, gut microbiome, and microcirculation to resolve internal bottlenecks before attempting to fix external beauty. Sonja breaks down her "Skin Proof Method," a system that combines AI skin analysis with dried blood microbiome testing to generate hyper-personalized treatment plans. She explains how this data-driven approach operationalizes the sales process, empowering her staff to sell complex, invisible treatments without feeling "pushy" because the AI provides the prescription. This rigorous diagnostic process allows her to offer a money-back guarantee on results - a rarity in the industry - while commanding prices between €800 and €2,500 for six-month transformation packages. Finally, Sonja explores the rising phenomenon of "Cortisol Face," explaining how chronic stress physically blocks aesthetic efficacy and how her clinic uses sensory cues like sound and lighting to shift patients out of fight-or-flight mode. She advocates for "Honest Aesthetics," sharing why she refuses service to clients seeking unrealistic, filter-based results, and urges clinic owners to trust their gut instinct to innovate, even when the industry says it cannot be done.

In this episode, host Don Adeesha joins Carmen Stansbury, founder of Advanced Practice, to tackle the operational nightmare of adding a wellness division to an aesthetic clinic. Carmen explains that while the demand for longevity and metabolic health is exploding, building these clinical protocols from scratch often traps owners in a cycle of writing SOPs and hiring staff rather than generating revenue. She advocates for white-labeling clinical IP, a strategy that allows practices to bypass months of R&D and launch turnkey programs for weight loss, HRT, and gut health in as little as two weeks. Carmen distinguishes between "commoditized medicine", such as online prescription mills, and "high-value care," where clinicians act as health strategists analyzing a patient's holistic picture, including hormones and inflammation. She argues that to compete with digital providers, clinics must master "aspirational branding." Drawing on a "Gucci purse" analogy, she details how wellness clients purchase based on identity and lifestyle goals rather than medical necessity, urging owners to market vitality and optimization rather than just treating clinical symptoms. Finally, the conversation shifts to the future of the brick-and-mortar practice in 2026. Carmen outlines how physical locations can win by becoming "third spaces" that foster community and offer hands-on treatments, like hair restoration and red light therapy, that digital platforms cannot replicate. She shares her vision of moving from "hustle culture" to a "health ecosystem," utilizing automation to handle patient education and retention, effectively allowing owners to scale a profitable platform without burning out on fee-for-service churn.

In this episode, host Don Adeesha joins Colin Carr, founder and CEO of CARR, to audit the second-largest expense on a practice's P&L: real estate. Colin challenges the assumption that rent is a fixed cost, arguing that a lease is actually a flexible financial instrument capable of funding renovations and boosting valuation. He exposes the hidden costs of the standard dual-agency model, explaining why unrepresented tenants frequently lose $200,000 to $400,000 by failing to understand landlord psychology and the "fear of loss" negotiation tactic. Colin breaks down the hidden opportunities in lease renewals, debunking the myth that loyal tenants aren't entitled to new concessions. He details how to reset escalating lease rates to market value and leverage long-term commitments to secure significant Tenant Improvement (TI) allowances, effectively getting the landlord to fund your next build-out. He also advises on the critical 12 to 18-month timeline required to maximize leverage, warning that starting too late forces owners into a position of weakness. Finally, Colin highlights the specific lease clauses that can instantly kill a private equity exit, specifically pointing to poorly written assignability rights. He contrasts old-school "gut feeling" site selection with modern patient heat-mapping data, allowing practices to identify "Blue Ocean" locations with high demand and low competition. He concludes by urging owners to stop treating real estate as a DIY project and to engage expert representation to protect their most valuable physical asset.

In this episode, host Don Adeesha joins Kara McClanahan, VP of Operations for Genesis Lifestyle Medicine, to discuss why most aesthetic practice goals crumble by March. Kara introduces her "warts and all" operational audit, identifying the single most common blind spot owners ignore: staffing and performance management. She explains that this issue persists simply because it is uncomfortable to address, advocating for a "management by walkabout" approach where owners step out of the treatment room to truly understand the patient experience. Kara breaks down her methodology for "stress testing" growth goals, arguing that a revenue target without operational reality is just a wish. She illustrates this with the example of a plastic surgeon aiming for $500,000 in monthly fees without the necessary operating room capacity. She details how to "back into the math" by calculating the exact number of leads, consults, and clinical hours required based on conversion rates to ensure targets are statistically viable before communicating them to the team. Finally, Kara explores the Private Equity mindset, urging independent owners to adopt a non-emotional, analytical view of their business. She identifies the "silent metrics" that matter most, warning that payroll costs exceeding 30% of revenue signal a critical inefficiency. She concludes by advising on provider compensation, suggesting that incentives should drive behaviors like retention and reviews rather than just raw sales, aligning personal financial goals with the practice's long-term health.

In this episode, host Don Adeesha joins Tracey Mancuso, a certified medical laser safety officer and founder of Dermaroom, to define what a true "safety culture" looks like in a modern aesthetic practice. Tracey argues that safety is not merely about avoiding adverse events but is a comprehensive mindset that must begin from the very first patient phone call, warning against the rising danger of "buttonology" - where providers memorize device settings without understanding the underlying physics or tissue interaction. Tracey breaks down the critical flaws in "patchwork learning" derived from abbreviated weekend courses, explaining why holding a certificate does not automatically make one a specialist. She details how DermaRoom helps practitioners bridge the gap between basic manufacturer training and mastery, while also highlighting the vital importance of screening patients for psychological readiness during consultations. Finally, Tracey shares why turning away the wrong patient is a profitability strategy that protects the business from the high costs of bad reviews and complications. She outlines the necessity of robust medical directives and Standard Operating Procedures (SOPs) to ensure defensibility, urging owners to audit their training logs and commit to safety as the ultimate competitive advantage for 2026 and beyond.

In this episode, host Don Adeesha joins Sean Duncan, founder of Chief Proactive Advisors, to distinguish between tax preparation and tax planning. Sean argues that relying solely on historical filing is a costly error, sharing how reactive financial structuring can waste tens of thousands in unnecessary taxes. Sean breaks down the math of entity selection, identifying the $50,000 net income threshold where switching to an S-Corp becomes viable. He highlights the hidden benefits of this structure, including ultra-low audit risk, and details a reasonable compensation methodology that satisfies the IRS without overpaying payroll taxes. Finally, Sean shares his "Big Three A's" framework for year-end reductions: Accelerate expenses, acquire Assets, and leverage Altruism. He warns against panic-buying unnecessary vehicles and urges owners to treat their CPA as a strategic partner, conducting mid-year reviews to actively architect wealth.

In this episode of the Business of Aesthetics podcast, host Don Adeesha sits down with Paulina Riedler, CEO and co-founder of Spakinect, to talk about one of the biggest threats facing the fast-growing med spa industry: compliance gaps. The med spa industry is booming ,  adding over $1 billion each year ,  but many businesses are scaling faster than the rules can keep up. Paulina shares real stories from the field, including how skipping important steps like Good Faith Exams can cost a practice everything. You'll learn why cutting corners might feel easier in the short term but ends up being costly in the long run. Paulina also explains how a virtual compliance model can unlock real profits, why standard operating procedures (SOPs) are key to safe scaling, and how private equity firms view compliance during acquisitions.If you're growing a practice or planning an exit, this episode is a must-listen. Don't just scale fast, scale smart and safe.