BBS 69 - Erin Thompson

[00:00:00] Austin: Aaron Thompson, welcome to the show. 

[00:00:08] Erin: Hi, thank you. Gone to be here. 

[00:00:11] Austin: I'm thrilled to have you. And I know I say that about every guest, but the truth is I am always so excited to chat with all of you because each of your stories are in their own way. Remarkable, and you have a hell of a story. Too. So let's start, I say this every single episode, let's start at the point.

[00:00:30] That makes the most sense, which is the origin stories. How did you come to be, where did this all begin skies? Med spa. Where did it begin? 

[00:00:41] Erin: Um, so it started about five years ago. I was travel nursing and I got burnt out with nursing. So. I started looking into what do I really, what is my passion? And I felt like since I was younger, I used to want to [00:01:00] go to hair school actually.

[00:01:03] But, um, I basically didn't because at my age it was kind of looked down upon then hairstylists now or are, um, admired now. But back then it was more or less. My parents were like, well, you know, not too thrilled about the idea. So I just never did it. So basically I ended up going to school for skin. So getting my esthetician license after I already had my RN license and I was in Texas, actually, I'm originally from Maine.

[00:01:44] So I'm down in Texas. Went to a salon and spa Institute of Brownsville, Texas, which is rate like near the border of Mexico, pretty, pretty different place. I was actually the [00:02:00] minority in the school. Um, and that was pretty interesting. I felt like everybody's mother cause I was older and I was going to school with like all these young girls and.

[00:02:12] You know, basically telling them and showing them how to clean. Um, but I actually was trained by this incredible woman. She is a master esthetician of 13 years and it was my first facial I ever had because in Maine, just skincare, wasn't like a huge trend. And it's very popular down in Texas. And when I had my first facial, I was like, oh my God, are you kidding me?

[00:02:43] This is what I've been missing. And like that school was extremely busy. So I got a ton of experience and I started working with this line image, skincare that I use now in the spa, but basically fast forward to [00:03:00] now. Cause that was five years ago. I realized I hadn't started my dream, which was, I wanted to open up my own little spa.

[00:03:09] I loved doing facials and, um, but I wanted to pair it together with my nursing degree. So I just, um, I kind of had some life events that changed the course from the time I graduated, um, to be completely honest, that was actually in. A toxic relationship at the time were toxic abusive. It was the first abusive relationship I've ever been in.

[00:03:41] And I didn't tell my family about it,

[00:03:50] Austin: but he found a way through. 

[00:03:52] Erin: I did I actually, um, when I got my license, I used it as an excuse [00:04:00] to kind of put states between us and, uh, we separated from there. And then I got back to Maine in 2017 where my family and I met my husband now. Who actually I cried on our first date. 

[00:04:21] Austin: That's awesome. That's so authentic and real.

[00:04:25] Erin: Yeah, but he is you. He is like one of the most gentle compassion. Like men and ever met the fact that he still wanted to talk after I had cried and bawled my eyes out on our first date was like pretty cool. Um, but he encouraged me to tell my family about my past relationship and I did, and that actually kind of brought my family back together because that abusive relationship that I was in, he had, um, And [00:05:00] done the classic move of where he is a wedge between all of your close relationships, you know?

[00:05:08] So I was kind of separated from my family for three years and I was traveling around with him. Um, so yeah, it felt like a lifetime movie, which is interesting. Cause I never thought that I would end up in a situation like that, but. And when I met him, I had been previously divorced and I was heartbroken and he kind of was duped me basically, but, 

[00:05:40] Austin: but, 

[00:05:42] Erin: but not to, um, share too much information about that.

[00:05:46] But basically, um, that is part of my story. I had originally plan to work out. Toxic relationship and had planned to open a spa in [00:06:00] Tennessee and that never happened. So I ended up back in Maine and then after I met my husband now, um, I ended up pregnant like a year later and I have a two year old now.

[00:06:14] And then I decided on great after pandemic. And what a great time to just open up my own med spa. At home with a two year old, but, uh, my husband's basically renovated the entire spa now and we have two rooms and it looked pretty scary at first it was all carpet like the old doctor's offices that you used to walk in with like carpet and it's beautiful now.

[00:06:50] And he's built my website. And, um, it is busy having a two year old and starting up a med spa, but that's great, you know? [00:07:00]

[00:07:01] Austin: Wow. I can imagine the toxicity of that relationship, your previous relationship served as some sort of fuel for you to create what is now sky's med spa. Is that the case? Was there some motivation found in the.

[00:07:20] The hell that was that experience.

[00:07:25] Erin: Yeah. I'm sorry. I didn't hear you. It was breaking up a little. 

[00:07:29] Austin: Yeah. So I was just saying that I, I can imagine that, uh, a part of the motivation or fuel that led to you creating sky's med spa was that toxic relationship that you had. That served as some sort of fuel for you to actually create this.

[00:07:50] That's what you have now, is that, is that a fair 

[00:07:51] Erin: assessment? Yeah, absolutely. Um, because I'm not sure how I would've ended up [00:08:00] going to school for skin if I wasn't so miserable because at the time I was so overloaded with that relationship that I. Like I couldn't handle nursing actually. Cause nursing is quite a burden.

[00:08:17] Well, I guess I shouldn't say the word burden because what I loved about nursing was the people are in these vulnerable situations and I would get this chance to like be there with them. So I loved that part, but, um, Yes, but at the time it just felt like too much on my shoulders. So I wanted, um, a job where I didn't have to think as much, but actually with those meds, but I'm thinking all the time now.

[00:08:54] Austin: So may, so maybe you were actually after some sort of work that [00:09:00] was. Less rich in feelings because I, you strike me as one that is extremely empathetic. You're probably an impath right where you feel other people's energy. And when you see as a traveling nurse, I don't know what kind of nurse you were. If you were an Ora, ER, OB GYN or whatever.

[00:09:21] Um, like it's very difficult for someone who's an impasse to decouple from the tragedies. They witnessed that day and it comes home with you and it stacks up and it's becomes this big pile of weights. And then you feel like this or some other, I don't know any other Greek mythological characters, but specifically pushing the stone up the hill or to have it rolled back down upon you again.

[00:09:45] And so you reached a point where you have. The choice to make. I either continue down this nursing path in a state of agony and misery drudgery and the like, or I take a leap of faith [00:10:00] and I do something that was probably, and I would imagine this is true, but the launching of your spa was the most terrifying thing you've ever done.

[00:10:10] Erin: Yeah. Especially, um, I mean, I'll, I'll be honest. For small business owners starting out, you essentially have to be rich. And we weren't, we basically both had my husband and I, um, have baggage of debt and we, we didn't have a savings. Um, and we put everything on our personal credit cards. Using our paychecks because I was actually still working at an urgent care when I started this.

[00:10:45] And, uh, and I had, um, Phil who's, our medical director. He worked at urgent care with me and I said, Hey, I'm really looking for a guy who's or [00:11:00] a NP who wants to be a medical director of the spot. He was all about supporting us. And, um, as far as like emotionally and like helping us. So it worked out really well actually, but it was scary because I mean, w we're taking on debt not, and we had zero customers.

[00:11:23] So everybody kept saying, when I was thrown, the idea of. Oh, well, you probably shouldn't start something without having clientele built up first. And I was like, yeah, well that's either going to be now or never, because, I mean, 

[00:11:41] Austin: I feel like you probably turned to them and said, oh yeah, watch. And then you did it.

[00:11:47] So I can't imagine, or let me just ask, when you started the spa, did you have some sort of robust plan I'm going to do this, I'm going to hire this person. Here's my five-year plan. [00:12:00] Here are my steps. I'm going to take every, you know, each and every single day. Was there any sort of codified plan like that when you hit log?

[00:12:10] Erin: Um, I wish I could say that I was structured that way. Um, I wasn't, I was more like, um, I think you're right. I was doing it off of, I do a lot of things off of gut feeling and instinct. Um, sometimes that gets me in trouble, obviously my past relationship. Um, actually I wasn't listening to my instincts on that one, but my feelings I was listening to.

[00:12:38] And so to answer your question, going back to that. I actually reached out to this guy jeans and he he's, uh, his name is James piles. He's a business entrepreneur. I can never say the word. Um, he does bookkeeping and he was so kind and he came to our house. I had never met with anyone like that. [00:13:00] And you really have to trust like a bookkeeper because you give them all your passwords and all this stuff.

[00:13:04] But he kept trying to get me to like nail down like a business plan. And I was just like, oh, well, I don't know. I can't think too far in the future. Um, I just know I wanted it to be something great. I know that I want that these are the things that I wanted. I wanted people to come to the spa and because of my past experience, I wanted them to feel like they were entering a safe space where they felt like it was healing.

[00:13:33] It was inviting, it was calming. So the environment was huge to me, which my husband completely understood and he made it like a dream spa basically though what he did with his renovations and how beautiful it is. And then, um, so I just was telling James all of that and he said, what is your main goal?

[00:13:55] And, um, I was basically saying that my main goal [00:14:00] is we want to have a good life. Um, but offer something that's affordable to people, whether they come to us, whether they're like motivated and happy to be there. Cause I had, I was a surgical nurse, but I did a lot of different things. Like I've done pediatric home care, primary care, like you name it, urgent care.

[00:14:22] Um, so I just wanted. Like, I, I want this to be a happy space for people and so money, wasn't our main goal. And we opened, I mean, money's great, but in my mind, I, I grew up, um, the last child of five kids. So my parents were always struggling for money. And so it wasn't like I've ever lived having money anyway.

[00:14:53] So my goal is mainly. Um, to offer something great affordable for people, [00:15:00] but also, um, uh, I don't know, sorry, I lost my train of thought. That's my momma brain. But, um, he basically took what I said and made it into like a business plan. It's like he remembered everything. I told him. If at times I seem like I was off track, um, James would say, Aaron, remember this, this is a, the things you send to me.

[00:15:27] So if this isn't your main thing, because I've had a few people reach out to me wanting to partner since then, and that didn't go well. So, um, we've decided not to partner. It, um, was with, um, a doctor who wanted to partner with us. Um, I think his goals and my goals were different. And when I realized that that could change the main vision of what I opened the spot to be, I said no.[00:16:00]

[00:16:00] And it was like a last minute. No, and we've had some, we've had a lot happen actually since last August when we opened, there's been quite a chain of events. 

[00:16:13] Austin: Well, let's talk about that. So you launched your spot in August of 21, if I'm not mistaken, right? 21? Yeah, 21. Okay. So how did you find your first customer?

[00:16:30] Erin: Um, hi. They knew I'm probably not supposed to say names, but I remember her. Because she came for our flash-based facial and she was like the sweetest, young, a younger girl. And, um, I think she said, she found me through Instagram, Instagram, and Facebook have been a trend of how people find that. I was [00:17:00] basically friending, you know, how Facebook and Instagram suggest friends for you?

[00:17:07] I have so many people on my Facebook now that I am like, who is this person? I have no idea, but I think she found me that way because I have not paid for marketing. I've done all my own social media posts up to this point. So, 

[00:17:23] Austin: wow. Um, found you, so you must have had a really slow. Um, Facebook or IgE page? 

[00:17:32] Erin: I, um, I had my business Facebook page and then I had my Instagram page and I think I was offering $15 flash mini facials.

[00:17:45] So yeah, and I was offering a membership when I first opened where you got like free. Um, not since over cause as only one person. And, uh, it [00:18:00] became hard to continue to be able to just give a free facial, but we do memberships where they pay for their facial now, but they get their facial value of all of different free things they can choose from is like huge.

[00:18:17] So. 

[00:18:19] Austin: Interesting. So you've been at this now for eight months. What has the journey been like since opening day? Talk us through that. 

[00:18:31] Erin: What'd you say? What has, 

[00:18:32] Austin: yeah. What, what is the journey been like since the opening day? 

[00:18:38] Erin: Um, you mean as far as like busy-ness or how it's trending. 

[00:18:45] Austin: Yeah, maybe we'll let me shape this question differently.

[00:18:53] So you started in August where presumable, you made nothing that first month. 

[00:18:59] Erin: Correct. [00:19:00] I mean, nothing. It was a family donations. 

[00:19:04] Austin: Okay. So then w when did you start getting traction, I guess is one way to approach 

[00:19:10] Erin: this? Is that Tober? Actually it says, um, October was my, my, um, my first real sales. So, um, September was my, uh, family donation.

[00:19:26] Again. 

[00:19:28] Austin: So what, what, what needed to have had, or what happened rather that took you from zero to September? I'm sorry. Uh, October where you started getting some traction. What happened in that span of time? 

[00:19:45] Erin: I think I actually, um, cause the landlord we ran from. Her and her wife are like so kind and they were all about helping me get clients.

[00:19:57] And so they were main [00:20:00] is really good for spreading the word of mouth. Um, so that was happening as well as I hooked up with the Wyndham Eagle, which their, a newspaper for Windham, Maine, and they did a business spotlight on me and. The Wyndham community page, Facebook page also did a spotlight for me. So that's actually where it started happening.

[00:20:26] As once we did those things, then people started hearing the word because word of mouth is great, but sometimes it can be a little slower. So I had to do something. Um, and then after that, it's just seemed to me. We continue to get new clients every day and calls and new people all the time. It's actually amazing.

[00:20:52] And now I'm starting to hear, when I ask, where did you find us? They say stuff like all my [00:21:00] friends come to you and they read about this place. So 

[00:21:04] Austin: you're doing things right? So that makes life easier. And you're not running any ads at all right. Now you said it's all just literally word of mouth, the traffic that you're doing.

[00:21:15] Erin: I'm just doing. Um, yeah, no, as in Wyndham Eagle right now, I just today put on a Facebook ad. I'm just me, you know how it says you can boost your own posts kind of thing. I did that today, but I mean, I haven't really done that in a couple months, so. It's just been my social media posts and getting friends from just friending people.

[00:21:42] So I will say I w I've been doing that daily since I started where I would go and friend, a bunch of people hoping they would friend me back and then I invite them to my page. Of course. Um, so I was doing that daily, [00:22:00] amongst continuing in the. On the backend of things to bring on multiple services. So one guy told me when he saw sky's med spa, he thought 10 people were working at the place that we have because we have so much we offer.

[00:22:22] Austin: So how do you pull that off it? You must have staff that are able to run all the different services or what's the secret. 

[00:22:30] Erin: So I think the secret is that I'm an RN and I'm in an nest. So I knew I could do a ton of different services. So I knew that I was only one person. So eventually I did have to hire someone and I hired my friend, Lexi.

[00:22:49] She, she wasn't my friend to begin with her mother. Coming. She was one of her mother actually was one of our first body contouring clients [00:23:00] and she bought a cryo skin package and she kept saying, you know, if you need help here, you should hire my daughter. So I did. And she's a dream, but I did go through a little.

[00:23:18] Situation with hiring my friend that didn't work out. So

[00:23:26] Austin: reminds me of David Ogilvy's. Book on copywriting or advertising it to get, as, I can't remember the name of it, but in that he says, don't hire your friends and definitely don't hire your family. Cause it makes for a very awkward conversation if you have to fire them. Um, for example, so sounds like you had to learn that lesson too.

[00:23:52] Um, which actually back, I just, there's two topics I want to, I want to dive into here. Uh, Let me start with [00:24:00] this one. So it's April 20, 22. You've had explosive growth. I don't want to name your revenue figures unless you want to it's up to you. Of course. Um, maybe we could do this. I would love to hear what has worked actually.

[00:24:20] Let's start with what hasn't worked. So things that you've tried doing. In the spa that did not work or go according to plan. And then we'll talk about what has worked. So what, what have you done so far to date and these last eight months that has been a total disaster in hindsight should have never done it.

[00:24:39] Decisions you made, 

[00:24:41] Erin: et cetera. I definitely have some of those actually. Um, one is. Number one don't hire your friends. Um, luckily I think the universe took care of that really fast because it wasn't a good match. Um, and it wouldn't have worked out anyway because [00:25:00] one of the things about, and I don't know if I'm allowed to talk about, um, insurance and like cost of employees at all.

[00:25:11] But when I hired my friend, I was like,

[00:25:22] Eller. And, um, and I thought she'd be great with the clients, but I did notice. And didn't even notice when I was training her a few times, um, that something seemed wrong and I couldn't read her. And I asked her a few times, which she said she was. Um, and then she kept bothering me to hire her best friend.

[00:25:48] Um, and I, and I kept mentioning that even when I brought her on that I was still in build mode and that it probably wasn't, I wasn't at a place where I can hire, [00:26:00] um, both of them, but if they understood being in build mode, I wanted to give them the opportunity to try. Um, but they also were brand new nurse injectors.

[00:26:12] So. They were just going to their class. And, um, so there's a certain kind of training structure you need to have. And on the back end, I was doing so much work, trying to get together a good training structure for them. And, uh, during that time is just when things kind of started, um, not going well with conversations and communication.

[00:26:39] Um, uh, one day I did walk into my spot and they were both there and it felt like I was walking into their space. It was, I felt like I was, um, uh, entering, like when you're in high school and you walk up [00:27:00] to the two popular mean girls of the school or something, and it just felt really weird. So I was like, huh.

[00:27:09] I don't know what that was, but it ended up not working out because I told her best friend, I couldn't, I was way too overloaded with bringing on services and trying to help support training them. And when I told my friend that she basically quit the same day, so, but we ended up working things out. And as far as like saying, you know, We were both.

[00:27:38] Sorry that that is how things happen, but I think it was for the best. Cause I, going back to the insurance, I found out that you have to pay a 400 a month per nurse for malpractice and professional insurance. So if yeah, so the [00:28:00] two women that I hired. Could only work like four hours a week, so that wouldn't even have made enough money probably to even cover because you also have to pay for multiple things with employees that I, I, I think also employees do not know that businesses have to put out some money for employees.

[00:28:24] You know what I mean? I mean, cause you have to have workman's comp, you have to pay for payroll. You have to pay taxes on the money. You get the. So I was learning all these things that, so that was one disaster that happened. That was after my first mistake of trying to partner with the doctor, which didn't go well either.

[00:28:48] Um, he, he got really upset when I decided not to partner with him and my poor medical director. [00:29:00] He felt like he was like the dad, like we were both calling him and complaining to him about our conversations with each other. And he was like, oh, my word. I'm like, feel like I'm in the middle here. And, um, so that fizzled out fast too though, and was for the best, because I was.

[00:29:21] Thinking of partnering with the doctor because, um, I'm sure you've heard of platelet rich plasma injections in the joints. And I was wondering if maybe that would be like something we should offer to the community, but it turns out that it's like super, super expensive to even bring that on to the spa and that the return on investment is not fast and the supplies are expensive.

[00:29:50] And I had known no business. I'm smart. So I guess I should say before I even started this, [00:30:00] so I was learning on the fly, you know? Um, but I swear the universe has like protected me because before I could get into deep things, um, things were squashed. You know what I mean? When I say that, It stopped before it even started.

[00:30:24] Like I have an angel or something 

[00:30:26] Austin: you might, you might, you might. 

[00:30:30] Erin: And I, my last mistake was I bought up machine third party, not knowing it. And what that basically means is. You have to recertify it with the actual company for thousands of dollars. If you want to get upgrades, if you want to get support from the companies and machine for training for, um, anything basically.

[00:30:58] So, [00:31:00] and then I found out that one of the attachments for the machine actually. You're not going to be able to order parts for that anymore. So that was one of my more expensive mistakes. Yeah. But with that 

[00:31:18] Austin: said, if I can ask what'd you say, which machine was that? If I can ask, 

[00:31:25] Erin: um, it was the N D med machine.

[00:31:30] Yeah. It's still, it's still works. Um, It's just being the person that I am. I, I like to have contact with the companies themselves because you have way more support. Like if your machine shuts down, if there's a software issue, um, if you want to train another staff member and you want them to have a certificate of training, [00:32:00] you have to all have a recertification.

[00:32:02] Yeah. Would cost me thousands. So I will do that in time, just not at this moment. 

[00:32:10] Austin: Wow. So Indy, I've never heard of any meds, so it looks like it's a nonsurgical method for restoring smooth tight skin along the face, neck and body that is approved by the FDA. It's an RF, uh, radiofrequency energy type device.

[00:32:25] Okay. Huh? Well, I mean, since we're on the topic, what do you, what do you think of that product? Is that something that you would invest in again? 

[00:32:33] Erin: Do I think about a, which though? RF, 

[00:32:36] Austin: uh, indeed. Yeah. Indie med that product. 

[00:32:41] Erin: What do I think of their machine product? I think it's a good one. I do. Um, it's in comparison with Venus legacy, which actually is our newest machine that's coming because I spoke to Venus legacy and told them my tragedy with Andy med and.[00:33:00]

[00:33:00] I mean, I even spoke to ND med and told them my tragedy with that. And they said, we can help you. If you have 15,000, we can certainly help you. And I was like, okay, I don't have that. Um, and we already maxed out all our savings, all our cards. Um, small businesses cannot get loans unless they've been in business two years.

[00:33:24] So Venus. I don't know if I'm allowed to say this on the air, but apparently, you know how obviously the big wigs of each company probably know each other. Um, I'm not sure that, um, there's a great relationship with any men and Venus and the, the devices are, um, very similar and competitive. So they had heard my tragedy and they wanted to help me out.

[00:33:58] So they [00:34:00] absolutely did help me out. And they're sending me a machine, so. 

[00:34:04] Austin: Wow. Yeah. And Matt is sending you a machine like a replacement machine or 

[00:34:11] Erin: no, uh, Venus is sending me a machine of theirs and they said, you know what? We don't care what you do with the ND machine. You're going to like ours. 

[00:34:23] Austin: That's awesome.

[00:34:24] So great customer support then it sounds like from Venus, 

[00:34:28] Erin: Venus has amazing customer support. So that's where I just kind of am falling in love with Venus concept and their company altogether. And, um, they've already given me support to start training with my new normal. And, um, actually that they're giving me something extra, which I didn't have, which everybody was asking me for was how to get rid of sunspots.

[00:34:55] So we can now say that we can do IPL treatments, [00:35:00] which is why. The number one treatment to treat sun damage and, um, pic hyperpigmentation. So 

[00:35:08] Austin: that's awesome. It's good to hear that. Um, there are other providers of technology that are good to work with too. So I'm happier that Venus is treating you well and, and maybe, uh, the other entity will gets their act together.

[00:35:22] If I, uh, I can be so brazen to say, um, Hot. So that has been a lesson. The lesson there being don't buy third-party buy from the manufacturer or the distributor. This is the lesson there. It's just. 

[00:35:42] Erin: I think that it's fine for people who want to buy third party who know upfront what they're going to be dealing with.

[00:35:51] Like if they know up front that they're going to have to recertify the machine, if they need to. Um, I did [00:36:00] not know that. Um, so had I known that I probably would've said, no, I'm not going to go with this right now. Um, yeah. So. It still works. 

[00:36:15] Austin: Is that, is that Venus Venus freeze or Venus legacy? Which, which product is thought?

[00:36:21] Erin: Which one? The one that, um, third 

[00:36:24] Austin: party, the Venus 

[00:36:27] Erin: device. Oh, the new device that's coming is yes, it has Venus legacy, Venus freeze. Um, and it has the ability to do, um, basically like. A ton of machines all in one with different modalities. So it's incredible. I'm so excited. And there's like, um, all kinds of information actually about the results of Venus legacy for cellulite.

[00:36:59] And the reason I was [00:37:00] excited about it is because. My cryo skim machine, which is super popular, which is actually, I will say what helped me build my business because the only two devices I had when I started in August was an MD pen, microneedling pen. And I had, I called up cryo skim because they had this great like subscription offer that I could do.

[00:37:26] Um, and it was great because I couldn't get loans or anything. Well, here you go. It's basically like a subscription and we'll send you the machine. If it doesn't work out, send the machine back. And I was like, wow, this is amazing. So I cried. I was going to have, I love the company myself because I have so much support with them.

[00:37:49] They it's like they give so much support for social media posts and pictures. You can reach out to them. They message you back [00:38:00] real quick. They had a great, great training program to certify me. But what I was saying was as excited about the two machines, cause you can do a fire and ice treatment, so you can do body contouring and cryo skin would be your ice treatment.

[00:38:18] And then the next week you would do Venus and you would do the heat treatment, which would be your fire treatment. And it actually helped. Your results a lot quicker and optimal results with both machines. 

[00:38:32] Austin: So how, how are you stacking those that I'm curious what the protocol looks like. Yeah. How are you stacking those treatments then?

[00:38:40] What does that protocol with the fire and ice? What does that look like? 

[00:38:45] Erin: Oh, so once a week, so one week, is that what you mean? Like one week you come for your, um, cryo slimming or toning, and then the next week you would come for your fire treatment and you would do it. Um, I mean, a package of [00:39:00] 10 is really.

[00:39:01] Way to go about it because you can use a package of 10 anywhere on your body. So multiple areas. 

[00:39:09] Austin: Yeah. So are you, are you, then, are you doing both fat reduction treatments and then cellulite treatments as well for the fire and ice? Or are there other indications as well? That you're, you're doing that with, 

[00:39:23] Erin: for some reason my headphones are breaking up.

[00:39:26] Austin: So no worries. Let me, let me try again. Which particular indications are you doing? The fire and ice approach with? 

[00:39:36] Erin: Oh, so cellulite would be, um, a good one to do the fire, nice treatments or anyone who has, uh, a journey to go with the amount of tissue that they're trying. Um, cause it, it definitely will help people get their results a lot quicker.

[00:39:58] And then we also just [00:40:00] recently brought on lipotropic shots. So this is a part where I love being a nurse and having a medical director, because we can bring on all these cool things for people. And so lipotrophic shots can go with our, um, body contouring treatments and help speed their metabolism with a bunch of vitamins, basically.

[00:40:22] So yeah. 

[00:40:26] Austin: You might get a kick out of this, given that you're doing, um, you're doing IVs, right? Yeah. Vitamin injectables. So you have IVs as well to many of am I reading that correctly? 

[00:40:38] Erin: We are bringing the IV therapies on probably after our next renovation. So then we'll have IV therapy right now. We have the vitamin shots that we brought on B12.

[00:40:53] Um, mixed blend lipotropic 

[00:40:55] Austin: shot. Okay. So there are shots. They're not IVs. [00:41:00] Got it. Okay. Here's why I mentioned that. Not yet, but coming very cool. Here's why. My guest yesterday or guests rather Justin and Tessa at I cryo, I don't know which location they were pairing, cryo skin, fat reduction treatments, or slimming sessions alongside IVF therapy.

[00:41:21] And they would do it at the same time. And they had some insane stories of inch loss. One of their customers lost seven inches. In one session and they attributed in part to the . Therapy being conjoined at the slimming session. So there's something about that pairing that produces like dramatic results.

[00:41:45] And it sounds like you're having something similar by pairing fire and ice treatments together with your radio frequency device, VNS, and then with cryo skin, which is really interesting. So you might have a play with that with your Hy-Vee therapy when you introduced. Because [00:42:00] again, it's creating insane results.

[00:42:02] Something about the hydration, uh, tends to improve the outcomes with private schemes, slimming sessions as well. So just a little idea for you to, uh, to play with 

[00:42:11] Erin: now. You know, I forgot to mention something important is through my Christ in training, I actually. Because during this whole business startup, I kind of lost some friends, but I also gain probably she's one of the closest people to me.

[00:42:31] Now. I met her through Christ. You can train she's a master trainer in Massachusetts, Agawam her name's Jessica from first look. And we had similar stories about our startups when I met her. And I cannot say enough good things about her. She is like one of the most humble. People I've ever met in. She did so much to help support me with, um, posts [00:43:00] and sharing and just, um, gosh, she was like a mentor.

[00:43:04] So, you know, I, I guess, you know how some people, like, I mean, I don't want to down like the boss babe thing or anything, but I have to say.

[00:43:19] I would never be able to say like, oh, it's all me. And look what I did, because I feel like it would just be not giving people credit who are there to help from the start. I mean, there was so many different people that played a part in where we are right now, you know? So. I don't know. I just had to mention her because she's the one who helped me with the fire and ice treatments.

[00:43:46] And she said it works really well. 

[00:43:52] Austin: That's awesome. That's awesome. So speaking of what has worked well, are there any other things that you've done over the [00:44:00] last eight months that have worked really well and have been super high impact?

[00:44:10] Erin: My phones are breaking up again, my earphones, but I think you said, what have I done? That's had an impact. 

[00:44:19] Austin: Yeah. What ha what had been some of the best decisions that you made that have really impacted the business positively? 

[00:44:28] Erin: Oh, um, so I have to say that bringing on all the services that we did, uh, made a huge difference because.

[00:44:38] When people come to you for facial. And then they get excited about like, oh my God, that made me look good. That made me feel good. What else can you do? And then if you're like, well, nothing. Um, so cryo skin played a huge part because I was able to give people cryo facials. So [00:45:00] a lot of my facial started turning into cryo facials.

[00:45:03] And then, um, I brought on other machines, again, all of the company. Basically are allowing you to finance their machines. So I didn't have to get loans. So it's been pretty awesome and I've had a lot of sports. So I would say that, and the social media posting has a huge impact. Um, you know, getting my name out there with the business spotlights, but I, I will say that I, I had a lot of people.

[00:45:37] Me about bringing all that stuff on that one, 

[00:45:42] Austin: which you proved them wrong. You said, oh yeah, watch this. Awesome. I do want to, I want to drill into something that you, you mentioned. Cause I think a lot of people struggle with selling cryo skin [00:46:00] facials. You do not struggle to sell this face. What's the secrets.

[00:46:07] How do you do it? 

[00:46:09] Erin: Um, you know, it's so funny. I, I am really good at selling the cryo facials. I think part of it is that I don't bring on a service that I haven't personally tried myself that I think some amazing, and that actually works. Um, that's probably the surgical nurse side of me. I'm very results driven in.

[00:46:34] Also I'm an esthetician. So a lot of people around here already are like, you know, what do you recommend? So there and there, and I'm a nurse. So I think that they tend to trust me, which is awesome because I mean, I'm not going to steer them wrong in any way, but I basically [00:47:00] tell them, okay, You can get a regular facial that, yeah.

[00:47:07] I mean, it's great. It's relaxing. It is going to help your skins by. When you get a visual and it like boost your collagen and elastin production, and you can have like, basically a woman's facelift effect and tighter skin. And if you keep doing them, it's just going to keep getting better. You're basically growing new skin, like it's kind of a no brainer.

[00:47:32] So we sell them in packages and the packages basically. Bring them down to most people are paying like 125 or more for regular facial these days. So I just let them know that you can pay that for your regular facial, or you could do a package, but we also have a membership. So, um, my memberships are popular because they get, you [00:48:00] know, it's on it like a tier and you get 10% off, 15 or 20% off if you do.

[00:48:07] Um, I pay or two of my favorite machines together, a cryo HydraFacial and you can get that, um, once a month at 1 99. So that's a really good price for people to 

[00:48:22] Austin: yeah.

[00:48:26] How do you pair your cryo skin and HydraFacial then what's that look 

[00:48:30] Erin: like? So. Basically you do the cryo facial first, and then you use the HydraFacial machine and the HydraFacial exfoliates, the cryo facials going to give you your college and synthesis your, um, tightening effect with your face helpless, um, decreasing inflammation.

[00:48:52] And you're going to like walk out of there, lifted and glowing, and there's going to be no [00:49:00] dead skin flakes left on your face. 

[00:49:02] Austin: Interesting. Okay. So cryo skin first HydraFacial after. So they, obviously, these are pairing well together. So it sounds like you've found a way to synergistically combine treatments to deliver exponential.

[00:49:20] We positive outcomes for your customers and the pricing around that is such that it's, you have to be an idiot to say no, basically is what it comes down to. So it makes a lot of sense. Um, w I'm curious, which, which of your products have brought in the most revenue and, and maybe it's difficult to say because you're pairing them, but has there been, or which device has been the most impactful that you've added so far?

[00:49:47] Because I suspect it might be hydrogen. 

[00:49:50] Erin: I miss the last part of, um, it must be my headphones. I missed the last part of the impactful. Sorry. Yeah, 

[00:49:57] Austin: no worries. So which, which product [00:50:00] has been the highest or has had the highest impact on your revenue? 

[00:50:06] Erin: Oh, cryo skin by far. And it's actually such a popular machine.

[00:50:13] And we're also nurses here again doing it. So we can do cryotherapy pain management. We can do cryo facials, Crile, slimming, and cryo toning. I mean, that machine is like, it's so popular that I might end up having to get an on the sheet for, um, my second nurse, because when we work together, we're constantly pushing that machine from one room back to another, because we're back to back with.

[00:50:40] Requests of that machine. It's and it is the one that I will say carries the business. Is that one? Yeah, because that's, I 

[00:50:52] Austin: thought it'd be HydraFacial cause everyone knows about it. It's a huge company and people love the machine, but, so it's interesting to [00:51:00] hear that it's cryo skin, it's carrying the load, so to speak with revenue creation.

[00:51:05] It's very interesting. 

[00:51:08] Erin: Yeah. HydraFacial and cryo skin are my two most popular, um, HydraFacial though, uh, in this area, people are just learning about it. So it's, um, it's becoming more of a trend. Yeah. Yeah. But by cryo skin with all the different things and my cryo facials, I would, I definitely have more sales with that.

[00:51:38] Austin: I'm leery to mention the revenue that you've created, because it's not my place to share it. 

[00:51:43] Erin: You can, you can. It's fine. Like, totally. I mean, because I guess, I mean, I'm, I'm transparent. That's what I've always been. A lot of people tell me that I share too much, but at the same time, I'm like, whoa, what's uh, why, [00:52:00] why keep it as secret?

[00:52:01] I guess. I don't know. 

[00:52:04] Austin: Well, the, the one data point you mentioned was from December. So this is four months after you started and you made 20 grand in the month of December. What's it been like since? Has it been similar? Have you continued to grow? What's that been like? So 

[00:52:19] Erin: actually December, um, was my highest so far.

[00:52:24] And I think it was cause at Christmas and it was just me, I will say, remember it was just me doing the services. So. Bringing in 20 and sales is really good. Um, I mean, obviously there's overhead. So when you say 20 in sales, it's awesome. But you have to count all that overhead as a business owner. Um, and I will say my bookkeeper, um, I drive him crazy cause I'm just like, I don't know.

[00:52:56] I didn't look at last month. I'm just kind of. [00:53:00] Um, giving the services and keeping people happy. So I'm like, isn't that your job? 

[00:53:05] Austin: Yeah. That's your job. That's why I pay you. I think it's. I think it's cool. Go ahead. Go ahead. 

[00:53:15] Erin: Oh, I was going to say, except for the M J. Is, he's a friend of mine, so he's been waiting for payment from me for, since we opened.

[00:53:25] So, so yeah. Yeah. There's that? So that's what I mean by, there are so many people that played a role in us starting up because I will say also our medical director bought all our boats. And for like a long time. So he's become, um, one of the business investors as what he's become, um, along with medical director.

[00:53:53] And he's like the sweetest man, and he has, um, his own boating [00:54:00] business called Maine Maine. Um, coastal is going to kill me for not remembering the name right now, but. He does charting on a boat. So his heart's really out, out in the sea, you know, but, but, um, I'm sorry, I got off track and I do that to everyone.

[00:54:21] Everyone will tell you that 

[00:54:24] Austin: is fine. 

[00:54:26] Erin: If we go back to the sales. That was just me in December. I've heard that January and February are always slow. My slowest was January. I think it was around 13,000 in sales. Just me again in February was back up to 14 in sales. And then I actually haven't checked this month yet, but it's been Lexie and I this month.

[00:54:51] So it should be better. And I know we've been getting new clients. And we brought on, [00:55:00] um, you know, the name brand Botox, and we brought on Dysport. So just, um, they w they say, Facials in general, are your gateway drug to Botox. And then Botox is your gateway drugs to, um, what else can you do to make me look better?

[00:55:20] So having all those treatments together is really important. And actually you already said it. Combination treatments anyway, are going to give you your best results with everything. 

[00:55:33] Austin: Yeah. Well, you're on what seems to be a, an explosive growth track. Obviously you're eight months in. So to make anything within the first three months is incredible and you pull that off and I would not be surprised if you doubled, maybe even tripled your revenue this year, given all the things that you're working on, which is [00:56:00] awesome.

[00:56:00] So, um, I think I'd like to end this show. With this well, two questions, but this last question here, if you were to go back to August of 21, with the knowledge you have today, what would you have done differently?

[00:56:24] Erin: Besides my three mistakes that we mentioned. 

[00:56:27] Austin: Sure. 

[00:56:29] Erin: But then again, actually, you know, the older I get, I realize that the mistakes are all part of this journey too, because if you take back a mistake, it can also change, like change the course of something. So maybe it was already on. Of how it's supposed to be going anyway.

[00:56:54] And I don't know, I just think that it it's going really well. We're going to have that third room. We're going to be able to [00:57:00] offer Botox parties come may cause my husband will have another room ready and we'll actually have some space to, you know, host those parties, which, um, some people say they're frowned upon, but we have gotten around.

[00:57:20] The whole frowned upon part. And the reason they say that Botox parties are frowned upon is because first of all, Botox and drinking, aren't. Recommended, but we don't recommend it. We just have it there, but everybody has to do their consent and their paperwork ahead of time. Cause we have an electronic system and I have to talk to all of them before they come separately.

[00:57:45] So nobody's peer pressured in anything. And um, everybody understands what they're having done before it's even done on the party. So I've already, um, you know, Nipped [00:58:00] that in the bud of being frowned upon.

[00:58:05] Austin: Well, Aaron, this has been awesome. I'm glad we can make this happen. Uh, I am sure someone out there in the audience would love to connect with you, follow you on Instagram or whatever. So what is the best way for the listeners, the audience to connect with? 

[00:58:24] Erin: I'm actually a very responsive every way. Um, I, these days, since I have a two year old at home text is the best way.

[00:58:33] So our business line number, and then a lot of people actually reach out to me on Facebook messenger, Instagram, and that's also a really good way to get ahold of me too. So yeah. 

[00:58:46] Austin: Cool. And what's your, what is your Facebook or Instagram? Uh, I guess handle so they can find it. 

[00:58:52] Erin: Oh, my Instagram is guys med spa.

[00:58:55] So it's the at sign. And then sky's S K Y S [00:59:00] med spa med spa. 

[00:59:04] Austin: Got it. And your website believe is sky's aesthetics with N a.com. 

[00:59:12] Erin: Yes. Yep. We are both w our business name is Fez TEDx, LLC. And then our DBA name is sky's med spa, which is on Google. 

[00:59:22] Austin: Got it. Cool. Well, Erin, it's been a ball. Thanks for making the time to do this.

[00:59:27] And, uh, we will catch you 

[00:59:29] Erin: later. Well, thank you so much. And I'm sorry if I ever got sidetracked. Um, that's my mama rain. I'm sure you asked me questions and then you were like, great. You didn't answer that at all. Okay. Moving on. 

[00:59:43] Austin: No, you were awesome as I expected. So, um, yeah, I had a great time and I paid you for doing this.

[00:59:52] Erin: Yeah. Nice meeting you. Thank you so much. I appreciate it. You do.