Turn Strangers into Pre-Sold Patients (The Before-During-After Marketing Playbook)

Visibility without trust doesn't book premium, ready-to-buy patients. In this episode, I break down the trust-building assets every aesthetic or wellness practice needs across the entire customer journey, before, during, and after. I share how to engineer content, frameworks, guides, emails, events, and your consult flow so they shorten the trust timeline, pre-sell your authority, and lead patients directly into your signature offers.    HIGHLIGHTS How to design a 3-stage trust ecosystem. The 4 content pillars that build authority. A replicable authority funnel (with opt-in + email sequence) you can spin up now. How to use the CARES consult to systematically stack trust during appointments. Follow up ideas that compound trust over time.   RESOURCES + LINKS Try Ask Heather AI for 30 Days HERE Apply for The Med Spa Advantage HERE   FOLLOW Heather: @heatherterveen Website: heatherterveen.com

Introducing new systems in your Med Spa? You're almost guaranteed to meet resistance. But that doesn't mean your team is lazy or broken. In this episode, I talk about how to lead your team through the discomfort of doing things differently with clarity, encouragement, and structure. I break down Dan Sullivan's 4Cs framework and how to build a positive accountability system that drives results (without creating resentment). Get ready to turn resistance into momentum and become the kind of leader your business needs for its next level.   HIGHLIGHTS Why resistance is a normal (and expected) part of growth. The reason your team avoids change (hint: it's not laziness). Dan Sullivan's 4 C's framework to help you and your team build confidence. What to do when a team member resists selling premium packages. How to tell if someone's coachable or just not the right fit. How to build a growth mindset culture in your practice.   RESOURCES + LINKS Try Ask Heather AI for 30 Days HERE  Apply for The Med Spa Advantage HERE    FOLLOW Heather: @heatherterveen Website: heatherterveen.com

If your menu is just a list of services, you're leaving serious money on the table. In this episode, I talk about how to create a transformation-based menu that doesn't just inform your clients but influences their decisions, increases retention, and raises your average visit value. I share the mindset shift that helped me ditch "à la carte chaos" and build a consult system around outcomes instead of treatments. I also break down how the right visual frameworks, package names, and messaging all tie together to create a profitable patient journey. Tune in to learn how to make your menu your strongest sales tool!   HIGHLIGHTS Why your menu should sell outcomes, not just treatments. What the data says about bundling, decision fatigue, and patient spend. A breakdown of problems vs. outcomes for better marketing hooks. The "Patient 365" visual that simplifies the menu and marketing strategy. How to tie your menu into marketing, consults, and team accountability. What high-performing Med Spas are doing differently with packages.   RESOURCES + LINKS Try Ask Heather AI for 30 Days HERE  DM "SIGNATURE" on @heatherterveen to learn about the live workshop series Apply for The Med Spa Advantage HERE    FOLLOW Heather: @heatherterveen Website: heatherterveen.com

Let's be real, there are weeks in business that will test you. Team tension, client issues, revenue dips, or plain old fatigue can throw you off your game if you're not anchored into something deeper. In this episode, I share how to lead your business through moments of defeat without spiraling into self-doubt or burnout. I break down the exact mindset shifts I teach inside Med Spa Advantage and how I personally lead myself when things feel hard. Tune in to how to reframe setbacks as leadership data, coach your team without resentment, and why your feelings can't run the show.   HIGHLIGHTS How to lead when emotions are high but results feel low. Why your feelings are valid but can't drive business decisions. A new way to view tough feedback, team turnover, or slow sales. Why holding the vision matters more than having every answer. How to zoom out, reset expectations, and build real momentum.   RESOURCES + LINKS Try Ask Heather AI for 30 Days HERE  Apply for The Med Spa Advantage HERE    FOLLOW Heather: @heatherterveen Website: heatherterveen.com

Just because your revenue is growing doesn't always mean your profit is. In this episode, I talk about the exact moment most Med Spa owners get stuck when they shift from a solo referral-based model into a growing team and multi-channel marketing machine, but forget to upgrade their backend systems. I break down the trap of customization on the fly and why high revenue often hides low margins. I also share the Profit Engine Formula that helps you scale with clarity and control. Tune in to learn how to design a menu, consult process, and team accountability structure that actually supports sustainable profitability without the overwhelm.   HIGHLIGHTS Why 50% of small businesses fail. The client's story that inspired this episode. Two metrics every Med Spa owner must track. What AMSPA data says about profit drops when scaling. Ways to use habit data to coach your team effectively. How to keep team performance consistent across providers. RESOURCES + LINKS Try Ask Heather AI for 30 Days HERE http://heatherterveen.com/trial Apply for The Med Spa Advantage HERE https://heatherterveen.com/apply   FOLLOW Heather: @heatherterveen Website: heatherterveen.com  

AI is moving fast, but that doesn't mean you need to lose your values, creativity, or human touch along the way. In this episode, I talk about how entrepreneurs can approach AI ethically, intentionally, and creatively in our businesses. I also share a conversation I had with my 16-year-old daughter Reese, who recently launched a nonprofit and was hesitant to use AI or even social media… until she realized how it could help her nonprofit thrive. Get ready to embrace tools that give you more time, more creativity, and more leadership capacity because smart AI strategy is the new CEO skillset.   HIGHLIGHTS Why my 16-year-old daughter resisted using ChatGPT for her nonprofit. Why I'm doubling down on AI agents (and not hiring humans). The ethical question I ask before implementing AI tools. Why "old souls" may resist AI. How to future-proof your business (and your kids) without losing the human element. What GPS, autocorrect, and your car reveal about how we've already adopted AI. RESOURCES + LINKS Try Ask Heather AI for 30 Days HERE AI Agents Episode with Mike LeMieux HERE Apply for The Med Spa Advantage HERE   FOLLOW Heather: @heatherterveen Website: heatherterveen.com Art for Art (Reese's Nonprofit): @artforart_co

You didn't start your business just to burn out in the treatment room. In this episode, I break down the common "founder's traps" that keep you overbooked and overwhelmed, and the mindset shifts and margin-building moves to finally lead like a CEO. I share how to coach your team without expecting them to sell like you, how to restructure your schedule and pricing without a revenue cliff, and create the white space required to actually lead. Get ready to confidently step out of the room, scale with intention, and grow your business on purpose and not just survive the week.   HIGHLIGHTS Why coaching your team doesn't mean waiting for perfection. The #1 mindset trap that keeps Med Spa owners stuck in the room. How to set an actual date to reduce your treatment hours. The 3 part pricing matrix I use to raise rates strategically. How to coach your team to 80% sales performance without micromanaging.   RESOURCES + LINKS Try Ask Heather AI for 30 Days HERE  Apply for The Med Spa Advantage HERE    FOLLOW Heather: @heatherterveen Website: heatherterveen.com

If your calendar is packed with Tox appointments but your revenue isn't scaling, it's time to rethink your model. In this episode, I share exactly how to transition from a high-volume, low-margin business to a scalable premium model using signature offers, annual consultations, and intentional client journey design. I break down the mindset and systems you need to turn your transactional Tox clients into high-value relationships. Tune in to learn how to package your expertise into a long-term premium pathway.   HIGHLIGHTS Why "Tox clients" don't automatically convert into your premium packages. The mindset shift to go from high volume to high value. How to build an ecosystem of signature offers. The role of the Annual Consultation in retention and clarity. How to build back-end systems that support premium retention.   RESOURCES + LINKS Try Ask Heather AI for 30 Days HERE  Apply for The Med Spa Advantage HERE    FOLLOW Heather: @heatherterveen Website: heatherterveen.com

Behind every thriving Med Spa is a team that believes in the mission. In this episode, I sit down with the powerhouse team from Radiance Beautiful Skin, CEO Tara VanderValk, Kristin Whittington, Ana Broadwater, and Sarah Griffin, to talk about how implementing a signature menu and annual consultation process transformed their retention, confidence, and alignment. We dive into what it's like to be coached together inside Med Spa Advantage, how they shifted from on-the-fly treatment plans to confidently presenting signature packages, and how the CARES consult process has strengthened their client relationships. We also break down the mindset shifts around selling with integrity, growing leadership, and building a team culture that lasts. Tune in to hear how this team moved from sales resistance to service-aligned confidence.   HIGHLIGHTS Why clients expect expert recommendations. What made them join Med Spa Advantage (MSA) despite already being successful. How having a signature menu gives providers clarity and confidence. Using the signature consult with returning clients to increase retention. Mindset shifts from the MSA team coaching calls. How to shift from selling to prescribing outcomes. Advice for hiring high-integrity team members.   RESOURCES + LINKS Learn more about Radiance Beautiful Skin HERE Try Ask Heather AI for 30 Days HERE  Apply for The Med Spa Advantage HERE    FOLLOW Heather: @heatherterveen Website: heatherterveen.com Radiance Beautiful Skin: @radiance_beautifulskin

If your marketing, consults, or offers feel watered down, chances are you're stuck in suggestive mode when what you really need is assumptive authority. In this episode, I talk about why assumptive marketing, used by premium brands like Apple and Chanel, builds trust, attracts high value clients, and scales your business. I also break down the difference between assumptive and suggestive marketing, plus why this subtle mindset shift completely changes how your brand is perceived. Tune in to discover expert tips to upgrade your offers, consults, pricing, and packages to the next level.   HIGHLIGHTS What happens when assumptive marketing is missing. The danger of recommending "safe" starter plans. Why pricing based on time and effort limits your growth. What Apple and Chanel teach you about confident marketing. How neutrality and confidence create sales safety. Pricing rooted in outcomes vs. product/time. The psychology behind why assumptive messaging converts better.   RESOURCES + LINKS Try Ask Heather AI HERE Apply for The Med Spa Advantage HERE   FOLLOW Heather: @heatherterveen Website: heatherterveen.com