BBS 90 Claudia Betancourt from Exhala Wellness

[00:00:00] Episode. I can't believe this 90 of the body beauty show today. We have joining with us. I would say I R L. For the cool kids that is in real life. However, this is virtual life, not the metaverse, but through zoom, I'm joined today by the one and only Claudia. And I dunno why I can't say your last name. I don't think hooked on phonics has ever worked for me.

[00:00:27] Betten court. Am I saying that right? You know what? It'll pass. It'll that's pretty good. It'll pass. Okay. Fair enough. For mix Hala wellness, the one and only she's by many and in some circles known as the queen bee of all things. Beauty. So thank you for being on today. I am excited to have you thank you so much for having me.

[00:00:48] I appreciate it. Of course. Well, I wanna start in a peculiar place today. If you're up for it, let's do it. I want [00:01:00] you to tell me if you're willing again, you are an adult, you can say no, but if you're willing, I would love to hear the moments you were looking over the edge of the proverbial cliff of entrepreneurship, meaning you were about to make the leap, the leap, the lip, the leap into the world of all things that you were doing today.

[00:01:20] And I would love to hear this story leading up to that where you were. I was an accountant in a nine to five, but whatever that story looks like for you. And then I wanna hear specifically what you felt when you made the decision on the day of, okay. I am starting this business. If it kills me, tell me the story.

[00:01:37] Fair enough. So I decided that I wanted to open up my own practice. Um, purely by accident. Let's start there. Interesting. So I was actually in the military. So it was in the United States army as a combat medic. I, I enlisted, um, I did a couple tour in Iraq and Afghanistan throughout my time. So I [00:02:00] did eight years active duty.

[00:02:01] During that time I did a bunch of training. I became a master assistant. I did nursing, I got to travel. I had a really good experience. I loved being in the military. Um, but after eight years I got home sick and I was like, okay, it's time to come back home to a nasty. Is the apple capital of the world, by the way, in case you didn't know now, you know, um, I moved back home and I was kind of getting into the civilian sector reintegrating, and I decided, you know what?

[00:02:29] I don't wanna stay too much into the medical field. It's a way different world than being in the military, in the medical field. So my parents, I was at the once with my parents and my parents were like, you should become a massage therapist. You let to travel, you can get a job anywhere. It's perfect. And I said, you know what?

[00:02:45] That weekend. I researched schools. I signed up for school that started that next following week. Like this was probably like a 72 hour process. So when I decided, and I started class fast forward two and a half months into training [00:03:00] into school, I keep asking like, so when do we get to the massage stuff?

[00:03:03] Like when do we like get to manhandle people? And everybody looked at me like I was crazy because they kept talking about ING and stressful integration. Neuromuscular integration. I'm like, well, it must be some kind of fancy name for some kind of MIS mash of people's bodies. Uh, no, it turns out that it's a completely different venue or modality off of this general massage.

[00:03:27] So it's, it's more of a cross between like physical therapy and soft tissue manipulation. But I didn't know that because I just said, this is the school I wanna go to, and this is what I'm gonna. So I kind of accidentally went into this pathway of massage therapy and, and I, once I got into it, I, I realized that it was exactly the field that I wanted to go into.

[00:03:47] So it's a little bit different than traditional massage in the sense that I'm really focused on people's, uh, date, how they're walking their balance or posture. So it's a little bit more productive in that sense as how it affects how you [00:04:00] move through the world and through gravity. Um, so that's where I realized I'm like, okay, there's nobody else in one ask that does this, I really enjoy doing it.

[00:04:08] I get to really create my own hours kind. I do whatever I want. Um, I'm just gonna do it myself. Like I'm gonna open up my own place and I'll figure it out as I go. And it, it never occurred to me to say, oh, this is gonna be hard. Or how do I build a business? I just, okay, this is what I'm doing and I'm gonna do it.

[00:04:25] And I, and I did it. So that's actually where I started. I started as an accidental massage therapist. And I started back in 2018 and I worked and I just did that. And I did a little bit of aesthetics here and there. Not too much just classic facial, things like that. Um, and then back forward to 2020, COVID happened all of that fun stuff for then I was like, you know, I really wanna grow and expand.

[00:04:51] I wanna do different. Also out of self interest, everything that I operate through my business is 100% [00:05:00] self interest. It's all because of things that I wanna do for myself or have done to be. So, um, that's when I kind of stumbled across kin and Artis and like, you know what, this is something that I wanna do.

[00:05:10] And I there's no machine here close. There's no one, there's no service provider here close. Like I'm just gonna get it and I'm gonna do it so that I could do it to myself. and that's how it started. And then same thing. The same thing happened with endo spheres. I was like, you know, I can get behind the technology.

[00:05:26] I can get behind the science of endo SPS. Let's go, let's do it. And I reached out to Jess and I was like, what do we need to do to make it happen? Made it happen. And now I have cubic scenes and oh, away we go.

[00:05:41] Did you wear your seatbelt with these? Because let's go, I'm not wearing my helmet or my mouth jarred. And I'm, I'm banging my head around in this ATV of, uh, well rollercoaster here. Wow. Uh, Hmm. Okay, I'll tell you why. This is hitting hard for me. At least my little brother [00:06:00] for the listeners or viewers.

[00:06:01] Maybe you don't care, but I'm gonna tell you anyway, deal with it. My little brother is a combat medic was now he's a PTA, but was a combat medic served a Kahar nine months in Candyland as you called it. Which bys? Not Candyland. It's hell on earth. Not at all. You did. You said two tours in Afghanistan as a combatant in.

[00:06:22] Afghanistan. Wow. Even worse. Okay. Wow. Okay. So you went from the battlefield to beauty. Okay. So you are a 180 from the standard aesthetician coming into EST St. School with a, uh, a Chanel bag you're coming in in ABUS. I'm sorry. They're Acus in the army. So that's the camo uniform with battle rattle on and an M 16.

[00:06:50] And bullet wounds and your thighs. Yep. What did that do for you in terms of molding your thinking about [00:07:00] everything that you're doing in beauty today? Cause I mean, I, from battlefield to beauty, my God, I've never heard of a story like that ever. You're a unicorn I a unicorn. And I actually say that all the time, like I'm a unicorn.

[00:07:13] Um, you know, it definitely gives you a different perspective. Like I think being in the military and serving overseas definitely gives you an edge. And when it comes to having grit and not really taking no for an answer, like there's no, failure's not an option like that, that doesn't even occur to me.

[00:07:31] Like there's no, there's nothing that I can't possibly work through because I've probably worked through some fairly difficult stuff anyway. And it was fine, you know, so there there's really no issue or obstacle that I can't really overcome. So that's kind of like the main thing that I took away from the military and also the ability to work with different people and interact with different people that come from all walks of life.

[00:07:57] I think that's one of the underrated benefits of [00:08:00] being in the military is you're kind of forced to interact and get to know and learn how to communicate in different ways. And that has served me well. Well, well, well over the. Since I've been out of the military. Have you heard the expression burn the fleet before?

[00:08:17] I don't think so. Okay. So this is an expression. I think that, well, I think it was born from the story and I'm going to absolutely Bush of this. So the historians out there will give me, um, and probably will send me hate mail for this. That's fine. Something like there was a battle. Let's, it's not the monopoly, you know, that's like the 300 king Leonard United story, but something like that, that era, that EPAC whatever, Greeky yang, whatever.

[00:08:43] And there was an invading army and that was outnumbered, I think, 10 to one. So it was, they were basically walking into their own slaughter effectively. And the general of that Navy, I guess it'd be the Admiral of that Navy or general, whatever the leader of that body of [00:09:00] soldiers, troops, whatever. Order the men to upon invasion where they're, again, outnumbered 10 to one.

[00:09:06] He order them to burn the ships to the ground. Why? Because there is no retreat. You do not have the option to fail your options. Are you either live and win or you die? Yeah. And I wonder if there's something ingrained in your DNA cause you were, you went through an eight year indoctrination with the United States military, which I was in the air force for five years.

[00:09:26] I was in the honor guard, fatality search and recovery technician, et cetera. I get. and you presume we have this imprinted on your DNA, you cannot quit. So when you decided to start ex ho that no matter what heaven or hell, if you reach the end of your rope, great. You'd tie not you'd. Hang on. Hashtag FDR. I think it's FDR failure was not an.

[00:09:53] Is that part of what makes you successful here? I mean, it seems like duh, obviously it is, but is there [00:10:00] something else there that you've, you picked up from the military, you mentioned the things that you did, but there's something to that. And I think that, I don't know, tell me if I'm honest, something here that yeah, a hundred percent.

[00:10:10] I mean, it's one of those things that you, you learn a lot of perspective too, so it, it, what you consider winning or what you consider success or. The opposite of failure is not necessarily like singular it's, if you can help other people and it's in you to help other people, that's gonna come in turn and help you in the long run.

[00:10:31] And that it's all about teamwork. So in the military, like there's no, you know, they always say this catch of like, there's no I in team and there's no other situation besides the military where that's 100%. Like you cannot do things on your own and if you do, you're not gonna go very far. So I think that element of learning how to really integrate that within myself and be able to actually use that in practice, [00:11:00] uh, was probably one of the biggest assets as well.

[00:11:02] And I think I definitely attribute quite a bit of my success to that. Wow. So you said that you were accused of being a unicorn in the past or today. Probably this morning, probably just before we got on the show today, what are other people looking at in your DNA, comportment or otherwise that makes you unicorn?

[00:11:21] Um, I think one of the biggest things is that I don't, I don't feel threatened by anyone else. Like there's, I feel very confident in what I do and what I have to offer. What I, my knowledge base, I'm always wanting to learn and improve. and I want to help everyone around me, every person that I can touch, that leaves my interaction with them, a better person or with more tools, I'm better for it.

[00:11:46] So that's, that's always my intent. And every time I meet someone, that's my goal. Like how can I bring value to your life? How can I enrich this experience for you? How can I give you a little nugget of, you know, positivity or [00:12:00] negativity for some people? Because it is what it. Um, yeah, that's really the biggest thing.

[00:12:06] So I, I move the way I move through the world is different. You know, I, I tend to think of myself as a, like, I know exactly what I want and I go after it and if I can help you come along, let's go. And if not get out of the way. Hmm. I think you just hit it on the head without realizing it. When you said I know exactly what I want, how many people know exactly what they want.

[00:12:31] I. Or they think they do or they think they do. So I wanna, I wanna, I wanna do what's the cliche that they use these days. I wanna double click on that. I wanna tap on that. Whatever the computer metaphor is here. Tell me, well, tell the audience to those that are struggling to figure out what the hell do I want with my spa with the next iteration of me?

[00:12:55] 2.0 3.0 4.0 5.0, whatever. What advice would you give? [00:13:00] Those that are struggling to identify exactly what they want, figure out for why what's your why and work everything around your, why, everything that you do to lead back and 100% connect to your why and have that integrity all the way through why are you doing what you're doing?

[00:13:18] And how does every step that you take? Every acting you take, every conversation you have, every move you make, how does that connect to your. I don't know why the song, every movie take every breath you take. Yay. Phil Collins is that you that's Phil Collins. That is so yes. So funny. It's funny. Cause I always bring up Nietzche he who knows his, why she, whatever that knows their, why can bear almost any how, but they often don't know their why.

[00:13:48] So I'm gonna go, I'm gonna hit you again. How do I identify my, why? What advice would you give for those struggling to find their. I mean, look at what the end result that you want. What's the product, the [00:14:00] end product that you're looking for. What is it that is going like, what is it that's gonna give you that joint satisfaction or whatever it is that you're looking for.

[00:14:07] What's the end result, and then work your way backwards to that. Or question, question that end result. Why is it that that is your end result? What is it that's drawn drawing you to that and then work your way back. So invert begin with the end in mind. So let's make this tax for the spa or the graduating esthetician or cosmetology or whatever.

[00:14:27] Tologist okay. So you're in your spa. Am I thinking if I'm taking this advice, am I thinking, okay, I wanna have a 6 million exit. Am I thinking, is there any other color to that? I mean, in some sense, it's obvious. Think about what you want at the end, but are there any other notes that you would sing. On that.

[00:14:47] Yeah. I think it's being aware of like where you're handicapping yourself. Right. And like, what are the, what are the things that you are not doing to prevent you from getting to that point? I think anything is [00:15:00] possible. You know, I, I think that is the limit, you know, I think it really matters what, what it comes down to and what actually matters is are you gonna be consistent enough?

[00:15:09] Are you gonna put the work in? Are you gonna push through and, you know, and lean in as they. And push through that adversity, that's going to inevitably happen and it needs to happen in order for growth because you need friction in order to grow. If you just have it nice. And using you're posting, you're doing it wrong.

[00:15:26] Yeah. Period. Yeah. That's now where real true growth and expansion occurs. I was listening to an Andrew Huberman podcast interview and he was talking about the, um, The different ways to grow. And of course, one, one of the was stress. What I found interesting is that in this study that he's citing, there was only one category of person that found stress to be beneficial.

[00:15:53] He was advocating for the reframing of stress as a positive. So you, the spa owner, I'm struggling to hire someone. Cause right now there's this [00:16:00] massive, uh, staffing shortage crisis across the states. That's even worse for massage therapists. Um, as an example of the enumerable challenge points that a spa owner will face or wellness center will face.

[00:16:12] And the takeaway was something like if we can make it a habit to reframe stressors as a positive in. One of my dear friends recently said, um, on this hike that he was doing at Mount, uh, Mount St. Helens, every time he'd get smacked in the face by a tree, he would say, yes. Thank you. Give me another one.

[00:16:36] He's just reframing this adversity as a, as the reason to celebrate. Thank you. Yes. I just had a staff member quit on me. Great. Give me another one or I just lost a customer. That's challenging. It's stressful. Great. Give me another one where I just, you know, whatever the stressor might be. There's ways that we can reframe that as long as we're in pursuit of the attainment of our, or the propagation or whatever, or [00:17:00] why.

[00:17:01] It's it makes seem impervious. And it also helps you with what you've demonstrated is that you, um, and my camera has just died. We're gonna switch cameras here for the viewers on the other part of the world here. That is exciting. This is what happens when you're not in your studio and your well, the sun decides to beam down on you and destroy your camera.

[00:17:23] So we'll switch over to this one here. You just can't have my things. That's. You can't have nice things and that's okay. Anyway. All right. So sorry for the viewers on YouTube. I know this is not ideal, but Hey, this is quote, live ish TV live goes on. All right. So , I would love to hear let's let's change gears, a touch, um, in the span of four years, you've had, for what I can tell is a fairly remarkable success with X hollow wellness.

[00:17:56] Yeah. What do you attribute that to talk me through what you [00:18:00] would attribute that to having the courage to move forward and take risk? So not necessarily being risk over, um, and another thing that's probably been the cornerstone of my success is having and building a solid team a hundred percent across the board.

[00:18:15] Your team will make or break you. Um, and the team I have is amazing beyond reproach. Become super motivated all the time. They have the greatest attitude. They work hard, you know, it's 100% true when people say that no one is more invested in you than you in your own business. Your employees are not gonna be as invested because it's not their business.

[00:18:38] So when you hire, when you hire and you find people to become a part of the team and become a part of your inner circle and are just as fascinated as you, it's, it's very, very exciting. But yeah, that having a really, really solid team. Willing to take risks and, and move through the world. That way has been a huge part of my success.

[00:18:58] Yeah. [00:19:00] You've presume we heard this expression. I don't know who coined it. I think it, I think I was introduced to it. Um, some tech guru, I don't know if it was Naval or a Tim Ferriss type, whatever, but it's this idea of automate, delegate. Eliminate talk me through what you have automated in your. You've delegated and what you've entirely eliminated.

[00:19:25] So automation definitely like the, the admin side of things. Right? So when it comes to paperwork, you know, paying invoices, uh, scheduling, appointment reminders, all of that stuff, all of those things, the least amount of steps and the least amount of fingers in there, the better it works. So that's been like, I did that from the very.

[00:19:46] Um, and that that's been a huge part of my success. I kind of separated that and had a separate email account and someone dedicated specifically to just that, and, and it, that, that's where that delegation piece comes hand in hand. So not [00:20:00] only am I delegating very specific criteria or expectations of like, this is how I want it executed.

[00:20:06] These are the steps to execute it, go on and go forth and, and succeed and give each person. You know, the ability to sign in that space, you know, with proper training and given the tools that they need to be able to perform the way that I expect them to perform and get out of the way, you know, you can't give someone responsibility and then hold their hand still and be like, no, wait, hold on.

[00:20:30] I don't want you to do it that way. That's not how a solid team wants. Everybody has strengths and everybody has weaknesses and you really wanna play to whatever that person strength is. So if my, like, for example, my practice manager. Her strength is technology and numbers, and she loves spreadsheets and she loves being organized and she can answer emails and phone calls left and right.

[00:20:53] And that's where she really enjoys doing that. Here you go and run away with it. No issues. I don't, I [00:21:00] never have to follow up with like, Hey, did you do this or nothing like that? Ever. As long as you're paying to people's assets and people's strengths, people want to be trusted and be able to move forward and know that they are invested in doing the best that they can.

[00:21:16] People want autonomy. It's a damn pink idea, autonomy, mastery, and purpose in the work that they do. And the autonomy piece is the correlate to delegation. Can't delegate and not give them autonomy to execute, assuming that you've given the recipes and guidelines of what you want. Interesting. Is there anything that you've eliminated entirely that you've just said, you know what?

[00:21:41] No.

[00:21:46] Um, my middle name Isker like the scissors brand. so I'm very quick to cut things off or people off that Aren. You know, in line with what I believe in, in terms of like [00:22:00] personal values or integrity or the direction that the business is going in, just cut the cord, cut the cord, you know, and do it with kindness and authenticity and honesty.

[00:22:10] And you go your way. And I go my way. So I'm very quick to recognize, like, you know what, this isn't the best fit. You know, this person isn't the best fit for the team that I have right now for the direction that I want to go. Is this a representation or an extension of who I am as a person and who this practice has.

[00:22:25] No. Okay. Cut and move on. You know, I'm not into dragging dead weight. If it's dead weight and you're having to keep going back to it and keep messing with it, let it go. It's, you know, it's, it's redirection, it's, it's the universe or whatever higher system you believe in. It's that method of redirecting it the way you actually need to be doing.

[00:22:47] And when you're doing what you need to be doing, and you believe in what you're doing, it's easy. It steps. It just falls. Everything sets in a line exactly how it needs to

[00:22:59] [00:23:00] beautiful earlier you were alluding to solving your own problem. And I think part of the reason why you've been successful and I'm speculating, cause I actually don't know your revenue numbers and maybe you're like, yeah, I make $12 a month. And maybe you're a complete train wreck in your life, ISN in shambles and you're not profitable.

[00:23:18] And you're about to be on the streets. God forbid, but I don't think that's the case. I think part of the reason why, if I had to guess as to why you are successful to whatever degree you are, which you've been at this for four years. So anyway, I know you're crushing it. I think here's why you are a bowl.

[00:23:42] Meaning, and I'm using financial terms here, meaning you're never bearish. Yeah. You're is always bullish. You're bullish on you. You're Boling, your ability to persevere, you're Boling your ability to stay true to your why to adhere to the execution of the [00:24:00] attainment of your why via whatever, how, and you are solving your own problem as they emerge.

[00:24:09] So I'm, I'm suspecting as they look at your service. When you hear. Your selection of the services that you offer. Everything from structural integration, th laser, which sounds extremely hip and cool, whatever that is INO, I'm sure it is, uh, cryos skin plus on skin pin. Uh, and the rest of it is the direct result of you look in the mirror saying, okay, I have this challenge, this problem that I would've solved.

[00:24:37] You said Selfy for yourself. Yeah. And now you're offering it to the. The world. So there's one particular device. If I may be nosy and drill into INO spheres, when you looked at that device, what problem did that device solve for you personally? And why did you decide to add it to your menu? [00:25:00] So we always start with vanity as women, especially that's the number one go to.

[00:25:06] So it's like, oh, something to deal with cellulite, sign me. A hundred percent break it. I don't mean whatever I wanna do it. Um, and then once I kind of did more research and so I looked at the clinical research trials and really saw like the clinical benefits of it. I was like, okay, this, this is a really good nugget of opportunity.

[00:25:26] Um, I can definitely see, you know, all the opportunities, all the different ways that I can kind of spin this. Let me try it out. So, and that's when I, that's what really kind of flipped me over the edge. So it got me with the, with my vanity. And then once I started to look at, I was like, oh, actually, you know what?

[00:25:42] This, this has a lot more to offer. And it benefits me so much more, even from a health perspective, which is a lot easier for me to justify to myself it is what it is. Um, so that's what kind of led me to, to endo fears. And, and again, I tend to stay more on the clinical [00:26:00] side of my. As opposed to aesthetic.

[00:26:03] Um, so my, my objective was to really reframe it and offer it to my client base primarily as this is the way that you're gonna be able to feel better in the body that you're in and move through the world with a different sense of balance internally and also affect like actual clinical metrics. So, and what I mean by that is I work with a private, private practice, internal medicine.

[00:26:29] And a lot of, we have a lot of patient crossovers. So a lot of my clients are patients there. And what we decided to do is we had a couple of patients do labs. So they check their cholesterol, blood pressure, like all the main C markers of metabolic health. In general, we, we did a full series of endo. So twice a week, uh, 45 minutes, uh, for about six weeks give or two takes, but just a general onboarding for endo SPS.

[00:26:54] And we did that and we did labs at the end and there. Clear [00:27:00] indications of improvement in each category. So hypertension went down so high blood pressure, people that are on blood pressure medication. They're not on blood pressure medication anymore. Cholesterol numbers, all numbers across the boat. Good cholesterol went up bad.

[00:27:13] Cholesterol went down, which is what you want. Um, glucose management. So resting, fasting, glucose numbers went down. It was clear indications of like people actually getting benefit in a clinical perspective. In tangible form of feeling better, they're moving easier. Their mobility is better. They're recovering from their workouts a lot faster.

[00:27:35] Their strength is increasing. Like they're able to lift heavier. Um, and they feel good. It feels really good when they come in, you know, and they get their treatment. It's not dedicated, it's time for themselves. Um, and a lot of my clients make the joke that this like the shop or the, the business here, it's like a barber shop for women.

[00:27:53] Like we come in and immediately. Catching up on what to do and that's the vibe here. So it's like a female barber shop, essentially. [00:28:00] So people really enjoy having that interaction in that space and also having, you know, all these added benefits on a clinical perspective. Um, and it's not just, just solely vanity.

[00:28:12] So that's where endo spheres has kind of become a big cornerstone of my business model and what we have to offer. Like, it's really not very many people that wouldn't benefit from going through endo. Wow.

[00:28:30] You did your own lab work with INO spheres. Yeah. And you found an improvement in things like cholesterol levels,

[00:28:42] blood pressure, like all the big things that affect someone's actual true health, right? Their metabolic health, like how they. Move through the world, how their immune system responds, how their, you know, it affects everything. Obviously we're addressing the lymphatic system primarily, but that's connected to [00:29:00] everything.

[00:29:00] And once you understand how that connection inter like is interwoven with every other system in the body, that's where you really kind of start to see like all these light bulbs of like, okay, like, let me hit it from this perspective and see if we. Move it in this direction, a little bit more of a holistic way, not going straight to pharmaceuticals or medication, or, you know, really an invasive procedures, things like that.

[00:29:23] So it's really like, how can we give your body a chance, a fighting chance to do what it's designed to do, what it needs to do to keep you healthy, because I'm a firm believer that everything that you need your body can provide for the most part. Again, we just have to get out of the way, get out of the way of your own body, doing what it needs to do for.

[00:29:42] So endo space is kind of a tool to be able to do that. Wow. Is there anything that surprised you with I spheres after you added it to the practice? Um, I was pleasantly surprised by [00:30:00] getting the feedback that I was getting from clients of like, I feel better, not so much like the visible improvement. So I think initially I was starting with like, okay, like it's supposed to.

[00:30:10] You know, improve the appearance of cellulite and really understanding what cellulite is, you know, from a connected tissue and a fo stand, you know, point of view, um, and understanding that mechanism. Um, I was really surprised. I think that people were coming back and were more fixated and more focused on how they felt and how their, they were moving and, you know, the stuff that truly matters as opposed to just appearance.

[00:30:36] And it was kinda a nice move because then I was able to. Continue to move away. So I, we don't really do too many before and after pictures in my practice again, because whens is a fairly small town and people know each other and people wanna know each other's business. And I'm not about that life. It is also probably wanna have my picture taken when I'm in my most vulnerable, like self-conscious situation.

[00:30:58] Like I don't want this, so I'm not gonna do that to other [00:31:00] people. I'm not gonna do that from client. So we don't require them as a. Um, and we have pointy eight clients that are just like, no, go for it. Like use my pictures, you know? Cause some people are visual people and we wanna see it. You know, we wanna see what's the visual taste, but it was really interesting to see that, you know, going more towards like, I, I can actually feel the difference and that's more important to me than just the appearance.

[00:31:23] Yeah. Wow. What has the, industrys done to your revenue? Nothing, but good things. wow. Nothing's but good things. Nothing but good things. yeah. So I have two endos, spheres and machines currently. Um, and we'll probably get another one by the end of the year. So I'll put it to you this way. A package of, so I self packages of 12, that's it.

[00:31:50] I don't do standalones. I don't do anything less. So I only do a package of 12 and for practice of 12, we're looking at $4,400. And we that's for, let's say [00:32:00] twice a week for six weeks. Um, we're doing the end of both. Endo machines are running between six to eight hours, Monday to Saturday every day.

[00:32:13] Uh, Houston, I think we just broke the internet. Um, okay, so, well, that's your calculator. You are in a town of seven people. The size of my underwear drawer. And you have two iNOS spheres machines in your space. Two, not one, two. And they are both running around the clock nonstop six days a week with package sales of $2,400 for 12.

[00:32:48] And you can't even sneak in a lunch. Now it's jampacked back to back and let's go keep the hustle going. The maintenance guy is that Artis. Like now they must have notes in my [00:33:00] cell because we have to send the one in for equipment maintenance and things like that. And typically the maintenance schedule is anywhere from 12 to 15 months.

[00:33:06] And I'm doing my I'm like sending my stuff in six months. I'm like, all right, I need this stuff worked out. Let's go. And they're like, there's no way. Well, yes, there. Wow. Uh, so business is, uh, boom. Okay. A capital gold again in a town of seven people. You are absolutely sling it and that's with one device and you have another eight services, nine services, eight.

[00:33:37] I can't do math. Math is hard. that's incredible. Wow. So, okay. Who, who should have INO spheres in. What type of business owner and with what type of clientele. So

[00:33:55] I think that the service money that you have definitely across, you know, [00:34:00] different demographics. So being very clear on, you know, I feel like I sound like a broken record, you know, they're always saying like, you know who your ideal client is. And I remember what I first heard. I was like, what the fuck does that mean?

[00:34:09] Like, I don't know. I, my ideal sign is the one that has money. Like, yeah, that's gonna give me their money. You. But it really does come down to like, what does, like, you need to really flesh that out. What does that ideal client really look like? What type of life do they live? What does their disposable income look like?

[00:34:26] And what do they consider disposable income? You know, what's, you know, those are the things that you really wanna be clear on and then move through with that. And eventually you will like. You'll attract those clients. And those are the clients that are really gonna be able to support and sustain endo spheres in any practice.

[00:34:43] So endo spheres, again, I'm coming at it more from a clinical perspective. I think it would definitely benefit any, any practice that has massage therapy, because essentially it is massage therapy. It's mechanical lymphatic drainage. Whereas lymphatic drainage traditionally is always done manual. Um, [00:35:00] this is a really, really good way of keeping the service uniform and, you know, really eliminating like the concept of like human error or human variance, uh, which I think is super important, especially when you're talking about like postop procedures.

[00:35:12] So I have a ton of clients that come in from the I five quarters. So on the west side of the state, Seattle that whole coastline at plastic surgeons that send me their patients after, you know, cosmetic procedures. So BDS, lipo, breast augmentation, any type of surgical procedure really is gonna benefit from lymphatic drainage.

[00:35:31] So it's really tapping into like which direction do you wanna go in? What's your knowledge base? Where's your strength at if your strength is aesthetic, lean into that and really perfect it, whatever you're gonna do, do it with the whole ass, you know, don't do it half ass. Know, everything there is to know about it become a subject matter expert where nobody can touch you and move forward with that.

[00:35:52] So if you're gonna go in the aesthetics department, so we're talking like high-end facials high end, you know, almost like a [00:36:00] Medi spot. This is gonna be an asset to that because it's gonna help support and augment all of your existing services. It's figuring out how does it interplay? Like they need to connect it.

[00:36:09] Can't. Disjointed services. Right. And that's why I think a lot of esthetics run into problems when they open up their own practice, they wanna offer everything and they wanna do a little bit of everything and they suck at everything. They don't do anything well, like a hundred percent well where they're like, oh, you want lymphatic drained, go to the girls wellness.

[00:36:30] Like that should be the immediate standard. Oh, you want to go to someone that does body work go to quad Atala wellness. Oh, you want someone who understands and knows how to put together a skin care routine and actually work with you. Go to Excel wellness. That should be the go to response or whatever your business is.

[00:36:50] That should be the go to response that you're inciting in your community, in your peers and anybody that you interact with niche down, [00:37:00] become an. And be the go to in your town as a result, love that I wanna lead the audience with three actionable takeaways, quick punchy implementable by end of the show today.

[00:37:21] So here's the last question for you before the Claudia? How do we find you on the internet? Here's the question. I'm a new budding wellness center owner. I wanna emulate Claudia's success. What are the three punchy pointed poignant? Is that a word? I think it's a word ways that I can find and emulate the success of a Claudia.

[00:37:47] Get behind something you believe in. If you don't believe in your product, nobody else is going to either. Period. If you don't believe it, they're not gonna believe it either. So figure out what it is that you believe in and find that. And actually [00:38:00] believe in it, invest in it, become a master at it. So that any question that comes at you, you already have an answer for that's number one, two, eliminate all the crap that you're doing.

[00:38:09] That's a waste of your time. If it's not giving you a hundred percent ROI, at least eliminate it. Why are you wasting your time on that? Like your time is money a hundred percent. And if you're spending it on little things here and there and doing little services and you know, there. There's a really fine balance between diversifying what you're doing and diversifying where your revenue is coming from and what your business is being supported from and wasting your time and spreading yourself too thin where you're not like nobody likes a, a skimpy peanut butter and jelly sandwich.

[00:38:43] We want a nice thick layer, peanut butter, and a nice thick layer of jelly on big. You know, slides or loaves of, oh my gosh. Slices of loaves of bread. words are hard. Its OK. Get me on my peanut butter and jelly sandwich. [00:39:00] Um, yeah. And then, and then be untouchable, figure out a way to be untouchable. So I know right now in wining, you're familiar with Watson state.

[00:39:08] So you know what WAC is like there could be four other businesses that open up with endo SPS, two. No sweat off my back. I'm not worried about it cause they're not gonna offer the product and they're not gonna offer the service. The I Claudia addict, follow wellness offers. In fact, I'll help you. Let's meet for coffee.

[00:39:28] Let's meet for lunch. And let me walk you through. These are the things that I struggled with. This is what you need to look for. This is what you need to do. Give me a call. If you have trouble. I'm good. Wow. Okay.

[00:39:46] Beautifully stated. Is there anything that we did not cover that you would want to let's say, leave on the jumbotron of the super bowl during the halftime show for the world to see message wise [00:40:00] or otherwise that we should leave the audience with that you haven't already shared. It could be if it's helpful, something like this is the, maybe it's a book I've.

[00:40:13] That helped me or a quote that I live my life by or something message wise or otherwise you'd wanna leave the audience with today. I would say don't hesitate to invest in yourself and root for yourself. No, one's gonna root for you besides you. So invest in yourself and believe in what you're doing and move through the world the way you want to move through the world and commit to it.

[00:40:39] That's it root for yourself? Move through the world the way you want to and commit to it. Okay. Beautifully stated. Well, Claudia, how can the world find you if they wanna come knock on your door digitally or IRL? So digitally, we have a website's www X [00:41:00] wellness.com and then we're on all social media platform.

[00:41:02] So Instagram, Facebook, primarily. I think the girls are working on a Ted pop. I'm not social media savvy. Again, I delegate that. Let somebody else deal with. Um, and email, you know, it's, it's really easy to type it into Google. We're the only, we're the only endos provider in north central Washington. So it's super easy to find us.

[00:41:20] Awesome. Claudia, you're amazing. You are mostly moving heaven. This seems so I'm, uh, please and eager and excited and happy. And so for you and all of the related E words, Okay. So, uh, amazing. Thank you for the time today and I wish you continued success. Thank you so much for having me. I appreciate it. All right, Claudia.

[00:41:47] Be well.