SmartCast Ep 50 || Generational Skin

[00:00:15] Speaker A: Hey, this is Lacey with Smartcast, and I'm joined today with my mom to talk about our recent business conference that we had at lifted logic in Kansas City. This was my fourth conference to be able to go to, and this time I dragged my mom along with me so that way she could help tell the story as to how smartskin got its start and where we are today. And she got to mingle in with some of the other business owners and help answer questions, which was really great for me. [00:00:43] Speaker B: I had a lot of fun, actually. The place was packed, which was really good. So that tells me how many people out there are really looking forward to mingling with other business owners and finding out what they're doing and share their success stories. So that told me a lot about the industry and the people that have been in it for a while and the ones that have just gotten in it. It's exciting to see how excited they are to keep learning. [00:01:13] Speaker A: Yeah. And so I think that it's really great that Adam and his team host this free conference for these business owners, and a lot of them I've seen at multiple conferences, and some of them are brand new. So a lot of times it's really fun for me to get to see these people again and pick up where we left off and figure out what they've been doing in the meantime, what's been working for them, what they still have questions about. And then, as always, being able to network with new people and make new connections within the industry. [00:01:43] Speaker B: One of the things I was a little nervous about is because you were one of the guest speakers there, and we've been in this industry for so long, so we've had a lot of trial and error. We know what works, what doesn't work, and, of course, we're still learning also. But a lot of times, a lot of things are working for us because we have a very well oiled machine. So I was a little afraid some people might take offense at first because we do have a lot of success, but what they don't know is we've had a lot of trial and errors before then. So at first I was a little intimidated, thinking they may think that we're a know it all type company, but honestly, we've learned and we've made the mistakes, and that's what we were there for, is to actually be a part of teaching not to do the things that we did learn from our mistakes. Right. And I was definitely wrong about that crowd. I thought that that was a little bit of a fear of mine but they were really all on board with wanting to know what we're doing and what they're doing. And I was excited to hear some of their stories, what they're doing and how they're making things work. [00:03:00] Speaker A: It always kind of takes me by surprise how curious and interested people are in our membership program. And for us, we've been doing it for so long, it's just kind of a no brainer for us. It just makes sense. But there's so many people that have tried memberships in ways that aren't successful for them that I think that it just kind of takes them by surprise that our program has done so well and that it's just so simple. So it always just kind of throws me off a little bit how curious people are about our membership program. [00:03:32] Speaker B: I know there was one sweet couple there and they kept asking me over and over again. Now explain to me. I'm still not quite sure what you do. And it was throwing me off because it is so simple for us and we forget we've been doing this for 15 years, so we're way ahead of the curve as far as that goes, where a lot of people are just now getting into it, and some people haven't even made that leap yet. So whenever they were asking me, I didn't really know how to explain it to them because I felt like some people try to make it complicated, and it's not complicated now. I have looked at some memberships and I just shake my head and think that's just never going to work. You're going to get a few people to sign up, but at the end of the year they're going to quit coming. [00:04:21] Speaker A: Yeah, because they feel like they're not getting their money's worth. [00:04:23] Speaker B: Right. [00:04:24] Speaker A: Or it's too complicated. And then sometimes the businesses will put in things and then they'll have them take advantage of the more expensive things at the beginning of the year and then quit payment or whatever, and it ends up hurting the business in the long run. But I think the way that we've set ours up is it sounds too good to be true. And so it's so simple that it throws people off. Kind of like when we do our smart bucks, people get, they think that we're taking advantage of them because it sounds too good to be true and it's because it is. But it's our way of saying thank you to our loyal members who have been with us year over, year over year. And we want to give them the opportunity to be able to experience, add on services and upgraded services and things like that, so that they can try those things and then know if they want to invest the money into a package to do more of them. So a lot of people when we introduced smartbucks, especially in the beginning, would say no, and they would end up paying more money, not realizing that it really was something good for them. And now they're all about it. [00:05:27] Speaker B: They can't wait. [00:05:27] Speaker A: They love the smart bucks now. [00:05:29] Speaker B: And we did something different this year than we've ever done before. We let everybody take advantage of this, which, honestly, it's good. As far as like nonmembers, they were able to buy services without being a member, but they were paying a lot more for them, so their smart bucks didn't last them like they do our members. So this year I said, this is only going to be for members only. And I really wanted to do a thank you to our members because we have some members that have been with us for 20 plus years, and that's a big thank you to them and they should be recognized. And whether you've been a member for 25 plus years or you just became a member, I still love members. And that's important that they know that we don't oversell that. If they just come in and do their regular services, we're fine with that too. If they want to take advantage of packages and things, we love that because layering the treatments just enhances everything. But at the same time, if they're just comfortable spending x amount of dollars, they're still great, loyal clients. And that's important for business owners to understand that. [00:06:41] Speaker A: Yeah. Another thing that always shocks me at these conferences too, is the resistance towards groupon patients to where we built our business in our membership program. Off of that, we love our Groupon clients and we never let their groupon expire for the full value. And so whenever I'm able to explain to the other people that are at the conferences how we utilize groupon and living social and things like that to our advantage, and the way that we have it structured to make sense with our membership program, it's allowing them to see groupon patients in a different light as well, instead of looking at those clients as people that are just coming in to take advantage of the discount and then hop onto the next. We've shown them how we can capture them to become a lifetime patient. [00:07:26] Speaker B: Well, and not only that, the fact that our memberships are very affordable. I mean, our lowest one starts at 95, and so they're able to take advantage of some really great services for that price. And sometimes a groupon might not sign up, but the majority of them do. And that's just free advertisement that come to us, which is nice. And those particular groupon people, they may continue to buy groupons to go other places and take advantage of other things, but they still have signed up with us and they're still making a commitment to better their skin throughout the years. And most of the time when we get them, we keep them. A lot of our members, they drop off because they're moving away, or unfortunately, maybe financial, but most of them, it's because they're moving away. And so we don't usually lose a client because they're not satisfied with the services that they're getting. [00:08:27] Speaker A: Most of our groupon people do end up signing up for the membership because they've realized that they really enjoyed their treatment. They loved their service, they love the outcome that they got from the treatment, and they can sign up for our membership for the same, sometimes less than what their groupon was. And so instead of having to hop around to other places, they've decided that they want to stick with us. [00:08:49] Speaker B: Right. [00:08:49] Speaker A: So it was really good for us in that sense, that it allowed for people to come in and sample our treatments and then sign up for the membership. [00:08:58] Speaker B: One of the things that I was excited to learn, I never really thought about this, but every time the phone rings, basically that phone call is worth $800. And that's what Adam was sharing with us the other day. And I've never looked at it in that light before. And I know that when I'm sitting up front and the phone's ringing and nobody's getting it, I get antsy. And maybe that was, I didn't even realize how much it costs for each phone call, but maybe it's like part of me knew, hey, that phone is ringing. Like, answer the phone. And so I'm excited to share that with the upfront people. [00:09:40] Speaker A: And that's something that we have learned from dean over the years, too, with our APC from Allergan, the value of the phone call, too. But the way that Adam explained it is he was allowing us to determine what the lifetime value is of our patients. And then when you reverse engineer it, you understand the value of the lead, and then the phone call, and then the consult and then the member. And so once you're able to put real numbers on paper and understand compound interest and the value of each individual step of the lifecycle, it lets you look at things in a completely different light. And of course, for us, whenever we have a patient standing in front of us, our top priority is going to be the patient that's standing in front of us. But we also need to make sure that we are allowing the space in our team to make sure that we're able to handle all aspects of things. You don't want to have phone calls be your bottleneck. You want to make sure that if you have the phone calls that are outweighing your capacity for staffing to be able to take care of the patients that are in front of you and the text messages and the phone calls, then you need to expand your team. [00:10:50] Speaker B: Right. [00:10:51] Speaker A: And knowing when it's time to grow. [00:10:52] Speaker B: And I feel like we have done that. I remember at one time we used to have one person sitting up front. I know me. And now we have three and four people sitting up front. Another thing is the fact that it's never too late to learn. And it was exciting to see a lot of new business owners. One particular couple, the one I was talking about earlier, where they're getting ready to do the memberships, she was cute. She was a nurse practitioner. And I'm not sure what her husband does. I'm not sure if he just helps her with her business or is he the doctor or what role he plays in it. But he was the one who was trying to figure out how exactly we do our memberships. So they were both fully invested in the business, but they actually have an Agnes, a. Scarlet, and several other things. [00:11:50] Speaker A: They have an aqua firm, too, just similar to our Nooba skin. [00:11:53] Speaker B: Yeah. And I do think something like that, when you're doing memberships, you definitely need enough equipment, at least two or three of them, to do that lower end, that $95, right below $100. And even if it is $100, you need something that's affordable that way. [00:12:16] Speaker A: Create a base. Yeah. [00:12:18] Speaker B: And believe it or not, those people, they're amazing because they stay with you forever. They're the ones that come in, they buy the products, and they understand, have great results. [00:12:31] Speaker A: So they tell their friends, they're excited. We get regularly. [00:12:36] Speaker B: Yes, we get them. We get their children and their friends, their neighbors and their family members, which is great. So never underestimate the ones that are just the single visits, the $95 ones. And then also, people don't understand how important it is to train your staff on great skincare because they're going to buy somewhere. And whether they buy from you or they buy from Sephora or Ulta or wherever it is, they're going to buy somewhere, even CVs or Walgreens. So they need to know what you recommend and why. And it's important that we don't just throw a bunch of medical grade skincare at each client. They need to know what this product is going to do for them. And why did you choose this product for me? And I feel like we're an A plus in that aspect of it. We have a lot of training. We actually have a training center. Most people know this, that we dedicate for a podcast and we dedicate for training. And we train on our products several times a year, especially if they're adding a new product line or a new product to that particular line. And then they'll go over again with the different products that are our top sellers and why they're so important. So it's just a refresher, which is nice. [00:14:14] Speaker A: Yeah. It's always good to keep the information at the top of their heads because we have so many SKUs. We have a retail specialist that helps us now, too. And she said that we by far have the most skus of any practice that she works with. And she was really proud that our staff were as educated as they are on all the SKUs, given that we have so many options. But it is very important that the reps stay in front of our staff and remind them what's so great about each product and who's a candidate for each one. So we definitely spent a lot of time educating and reminding our staff of those benefits of each skincare line. [00:14:55] Speaker B: Well, what was your favorite of this past weekend to go? What did you learn that you have never learned before? Go into lifted logics. Is it logics or logic? [00:15:07] Speaker A: Logic. Logic. So I wouldn't say this was my favorite thing, but Adam's dad came to me and was talking to me after the fact, and we had kind of a heated discussion during the conference about credit card fees and all the businesses that are now charging their patients for credit card fees, post COVID that were absorbing those costs as a business beforehand. And we've kind of always stayed on the side of that's the cost of doing business. And we absorbed that cost and we didn't want to charge our clients for that. But one thing that Adam's dad said to me was, well, what about sales tax? We have to pay our sales tax, and they're not giving us any type of tax credit or any type of write off for the credit card fees that we're incurring to collect those sales tax that we have to pay each month. So I was like, I texted our accountant yesterday and asked him. And he was like, well, you get to write it off as an expense, but you don't get any type of tax credit. They don't give you anything for it. And I was like, well, that's just stupid. He was like, yes, it is. [00:16:20] Speaker B: Well, I will say this. There's a doctor that I go to. I won't mention names, but they started putting it out there a couple of weeks before that. If we pay by cash or check, they don't charge us, but if we pay by a debit card, it's 3%. And I have to tell you, it kind of rubbed me wrong. [00:16:43] Speaker A: It does. [00:16:44] Speaker B: And I thought to myself, I go in there and I spend several thousand dollars a year because I only go once a year, but I also do another service with that particular doctor. And I don't know, it bothered me. And I felt like that's something that should be absorbed into the cost of doing business. So it made me realize that I'm not going to do it to our clients, even though there's plus and minuses of that. But that's just the way I feel now. [00:17:24] Speaker A: There's no right or wrong way. It's just, how do you want to do it? And that was the conversation that we had with another business owner there is. He did decide to charge patients credit card fees, and it's certainly his right to do that. And again, there's no right or wrong way to do it. Our philosophy has always just been, we treat our patients the way that we would want to be treated. And we know that when we go to restaurants and see all of these additional fees tacked onto our bill now, it's annoying and it's frustrating. And my husband went to either his dentist or eye doctor or something and they told him that they were going to charge him a credit card fee. And he was like, well, I have cash. And they were like, well, we don't have any change. And I was like, well, I would have told them, you're going to pay with cash and they can mail you a check for the difference. [00:18:09] Speaker B: And I do agree with one person made a comment that it's really not fair that they pay such low pay for the food industry people and expect the public to make up the difference for that. And I do agree with that. But at the same time, that's a decision that the food industry has always done and people, that that's what they do for a living. They're having to rely on the general public to basically pay. Yes, to tip. So always keep that in mind, too. And so I do understand that things are getting expensive. It's kind of a joke now that every service you go in, they turn the little server around and ask you for a tip. Yes, ask you for a tip, and you're in line ordering up front, and you go up there and you get your own food and you throw your own food away and everything else. [00:19:09] Speaker A: They still want to tip. [00:19:10] Speaker B: Yes. [00:19:11] Speaker A: Tipping is a very hot topic in the aesthetics industry, too. I mean, obviously, you're not supposed to tip any type of medical personnel, so our injectors, absolutely no tipping is accepted for estheticians. Some people like to tip, some people don't. It's a very gray area legally, in the medical aesthetics industry. We do have QR codes for estheticians at the front. If clients choose to want to leave them something, they're welcome to do that. We don't ask for tips. I certainly would never want anybody to not come and get the service that's going to benefit their skin because they can't afford or don't want to have to tip so much each time. So our staff is paid very well. So I would never want anybody to over tip to the point to where they don't want to come in on a regular basis because of it. [00:20:10] Speaker B: And that can happen. I mean, I've done that before where I've overtipped. And then once you get there, it's hard to go back. [00:20:19] Speaker A: So then you end up not going back. You go somewhere else. [00:20:23] Speaker B: And so we're grateful for anybody that does tip. But I'm kind of on the fence with the tipping thing, you know, for years and years before groupon, nobody ever tipped. [00:20:36] Speaker A: Right. [00:20:36] Speaker B: And then once the groupon came in, people started tipping. And I do feel like it has gotten out of hand a little bit. [00:20:44] Speaker A: In a lot of areas. [00:20:45] Speaker B: Yeah, I do, even in our industry. And so I would rather somebody just across the board, if they were going to tip $5. [00:20:55] Speaker A: Our estheticians probably will not appreciate me saying this, but I have told clients before, that's too much. You do not need to tip them that much. They appreciate anything. And that's so kind. And if you want to tip, you're welcome to, and the staff appreciate it, but they do not need to be tipping them. 2040? $6100. [00:21:13] Speaker B: No. And again, I know that probably going to get beat up later. I know the girls appreciate that, but at the same time, that is a lot, and it's not doable every time. [00:21:25] Speaker A: It's not. And we want to keep these clients for a lifetime. And if they can't come in for a lifetime because they've over tipped, then we've lost a lifetime patient and that's not good for anybody. For the patient or for us. [00:21:37] Speaker B: Think about all the money that they've tipped throughout the year. They could have rolled that into a nice package, which is also. [00:21:45] Speaker A: Or skincare that could benefit their skin. [00:21:47] Speaker B: Yes, absolutely. So we did learn a lot at the conference and I definitely am so excited about our website that Adam and lifted logic did. [00:21:59] Speaker A: How much of the SEO talk did you comprehend? [00:22:03] Speaker B: Pretty good bit. I mean, I think the more you hear it over and over and over again, the more it sinks in and sticks. That's the first conference that I went to. He's very interesting. You would think somebody in that industry would be kind of nerdy. And he's the opposite of nerdy. And his staff is fun. They're laid back. I like that about them. And you've got some people in there in suits and ties and you have some people, they're casual. [00:22:39] Speaker A: You've got Adam and Todd barefooted. Adam's like in a tank top that matches his tattoos. And so it's just funny to see the different personalities. But I've seen him do this a million times. But I always love the cost based accounting demonstration that he does and the marker tips and that you can only do as much as your threshold will allow. So it doesn't matter how many estheticians that you have, if you only have three treatment rooms, you can only do three treatments at a time. And so just making sure that you're watching out for those things and you're planning for the bottlenecks in your business and that you're prepared for any issues that may come up before it happens so that you know what to do about it and then the cost based accounting and all of that. But one thing that our team leader for our continued marketing that we're going to be doing with lifted logic that they explained to me that I didn't really understand at first was the domain authority and why certain websites get more credibility than others, regardless of whether they're a brand new business or not. And just having all of those links pointing at your website, saying that you are the authority on this topic and all of the newsletters and blog posts and other websites that are linked to your website and all of those things, why they support your website and lift you up to be the number one business in that realm. So I thought that that was really interesting. [00:24:18] Speaker B: Yeah, definitely. And it's fun, too, because you get to educate all of the people that are searching your website, and they get to read things that they never knew before. And I love podcasts. I listen to them. I really listen to more podcasts than I even watch TV. That all kind of happened during the 2020. I started getting online and watching a lot of podcasts and seeing what was really going on, digging in less. [00:24:48] Speaker A: Have to be careful what information you're reading because it's on the Internet doesn't make it true. [00:24:54] Speaker B: I get that, but I'm talking about just podcasts in general, and it's just interesting to hear about anything from the market all the way to skincare to just business in general. I'm fascinated by that. [00:25:09] Speaker A: I think websites in general have gotten a little bit. I think some people are confused a little bit and thinking that they're just a billboard or that they're just a landing page or they're just a marketing tool for your business. And it's so much more than that. We consider our website to be a full time employee for us because our website is working for us 24/7 when we're asleep, it's educating. When we're working, it's educating. We have the virtual consultation tool on there where our patients can go on there and put in all of their concerns, and then it will tell them everything that we have at the spa that will address those concerns. Our estheticians are utilizing that information to be able to reach out to those patients, give them a complimentary review of their results, to go over all of those things. And it gives us a guideline to know exactly which services our patients are interested in versus trying to just give them a whole bunch of information about services that they may not have any interest in at all. So I think that our website has been a really great addition to our business. [00:26:19] Speaker B: Definitely. And all the people that were there, I talked to two or three of them that had not had Adam do their website know, and I'm not there to sell them anything, just like he was. He was there. It was really about all of us and just learning from each other. But I did tell him, if you haven't done this, you need to do this. I listened to a marketing person talk 20 something years ago, and the owner of the Rigmi Spearmint gum, he always said, you never stop advertising when you're successful or you're on the verge of bankruptcy. You always advertise. And it's been a little bit difficult for some people, because back whenever I first started, it was only print. And so then it became, now it's social media. You have Facebook ads, you have the website that you can build and create, which is pretty amazing because it's almost like you said, it's another person. [00:27:31] Speaker A: Well, the good thing is, too, is you can measure all of this data. You're not just throwing money at something and assuming that it's working. And with this, you can see exactly which campaigns are working. There's so many tools that you can use with QR codes and links and things like that that will show you how many users you've gotten from each campaign that you've done. Even we've not done print ad in years, decades. And we were recently asked to be on the COVID of about Town magazine, and they did a feature on me, you, and Bailey. And then with that, we got a discount to do full page ad. Well, in the full page ad in this issue is you and the services and skincare that you like at your age. And we'll do next one with me and then the following one with Bailey. But now we are able to put a QR code on there so patients can go scan the QR code, find out which services are right for them. But now we can track how well that magazine ad has done versus just assuming that we got our money back from it. Right now we can track it, which. [00:28:34] Speaker B: Is definitely, you know, and then you have Instagram also, which we'll always keep the Instagram just because it's fun. And Mary Margaret does an amazing job with. Educational, very educational and fun, too, because there's some things that we just throw in there that just allows the patients to see that we're just fun. We love our job. We can be silly, but we can also be serious. [00:29:09] Speaker A: But we also can track how many users are coming from Instagram, too, to our website. [00:29:14] Speaker B: That's good. Now, you had mentioned that when you talked to someone there, they were quite surprised. What was that? That they were surprised how many people were coming on our page. What page was that? What were you talking about? [00:29:33] Speaker A: That was our Google Analytics. So that's when I had our meeting with lifted logic to go over our launch information to see how our website's been performing so far. And the average number was well below where we were heading. So our website is performing very well. [00:29:50] Speaker B: That's the new one. The new one? [00:29:52] Speaker A: Yeah. No, not our old one. That's why we have a new one. [00:29:55] Speaker B: Yeah. [00:29:55] Speaker A: No offense to my husband. [00:29:59] Speaker B: So it was already working double time? [00:30:03] Speaker A: Yes. Okay. [00:30:04] Speaker B: Well, that's good to know. They were shocked then. Even. [00:30:06] Speaker A: They were shocked. Okay. [00:30:08] Speaker B: Yeah. [00:30:08] Speaker A: I mean, they were like, pat on our back. [00:30:09] Speaker B: We did good things. Yes, you did. That's really good. So anybody that was at the conference that's hearing this, just know that definitely. I get absolutely nothing out of this. They are worth every single penny. It's a lot of pennies. It is. It's a lot of pennies, but it's worth. [00:30:33] Speaker A: But again, it was equivalent to a salary of an employee, especially if you think about it as an investment. Like, you're buying a car and it depreciates. If you take that value and you depreciate it over the course of the lifetime of the website, then it absolutely pays itself off. Oh, yeah. And then two, we get in the plane on the way back, and the cute little girl that was sitting next to us was like, where do you all work? You all look so familiar. And I told her, she goes, oh, my gosh. I go, there. [00:31:05] Speaker B: She was a client. For some reason, she's not anymore. I didn't ask her. I wanted to say, and why aren't you still a client? [00:31:12] Speaker A: But she sent me a friend request on Instagram. [00:31:14] Speaker B: That's fun. [00:31:15] Speaker A: So I'm sure she'll be back. But it's fun to kind of, like, see patients out in the wild and let them get a chance to get to know you on a real level and see your passion and your history and why you got into aesthetics and where you're going and all of that. So we talked to her the entire. [00:31:30] Speaker B: Flight on the way back, and she also kept my nerves from being overstimulated. [00:31:37] Speaker A: Because you're a nervous flyer. [00:31:39] Speaker B: Yes, I'm a nervous flyer, but she was cute as a button. She also reminded me of your friend, Katie Rochester. Yeah. Which made me miss her so much. [00:31:52] Speaker A: Her friend Callie. I saw Callie today, too. [00:31:55] Speaker B: You did? I sure do miss Katie, but she did remind me of her, and she was very. To. You get to listen to other sides of it. And she was interesting because she was an attorney for bars and restaurants and. [00:32:14] Speaker A: Doing their liability insurance. [00:32:17] Speaker B: Yeah. [00:32:18] Speaker A: Kind of like, gave a breakdown of how that all works and how that's different from medical malpractice and all of that. So we had a nice little learning moment with her. [00:32:26] Speaker B: We sure did. [00:32:27] Speaker A: If we ever want to get into the restaurant industry, we know who to call. [00:32:31] Speaker B: I know. I know. I was telling sage the name that you came up with, and I said the wrong said. I said summer brunch. But then I realized it was just Sunday brunch. [00:32:42] Speaker A: Just Sunday brunch. [00:32:44] Speaker B: So open seven days a week. But that would be kind of fun. And I would know who to call to help us with that. [00:32:51] Speaker A: Yeah. And we found out at the conference that Adam has his own coffee. [00:32:55] Speaker B: I know. That was interesting. [00:32:57] Speaker A: I know you were like, well, what about your brother in law? He's owned several dunkin'donuts. And I was like, well, Adam owns his own coffee brand, and we can just sell his coffee. [00:33:06] Speaker B: Yeah, definitely. And he was talking about how good it tastes. [00:33:09] Speaker A: I know. I'm sure it is. Most everything that he's involved in is top notch. Yeah. It's always so good to see everybody at the conferences, too. And I reached out to him yesterday and thanked him for allowing us opportunity to come and be a part of this conference. And how incredible it is that he donates his time and his staff to be able to educate all of these new business owners and longtime business owners. Like you said, you can always learn something new, no matter how long you've been doing this. And he was really sweet. He wrote back and was like, I love being. Having people like you and your mom who truly care about helping others. You're the kind of people that I want to align myself with. [00:33:54] Speaker B: Well, and I have to tell you that I didn't get to see a lot of Kansas City, but heard a lot of history about it. But I have to tell you, the hotel we stayed in, top notch. Anybody listening to this that goes to Kansas City must stay there. [00:34:12] Speaker A: It was the inn at Meadowview, and I went back and wrote them a five star review. We had the best experience there. They have the most amazing customer service. Every detail was thought through. It was a beautiful space. The food was great at the restaurant there. I believe it's called the veranda. Maybe that's the restaurant. It was inside the restaurant, but it was really good. And they had this water machine next to our room called Bevy, and you could choose which flavor you could have. Still sparkling room temp. That was a really unique touch. They had toilet spray in the bathrooms. That was their custom scent. [00:34:55] Speaker B: They had the silk mask for me to put on robes. The rooms were exceptionally clean. It looked brand new. [00:35:05] Speaker A: It did. [00:35:05] Speaker B: And I noticed a lot of the keys there. Several celebrities had stayed there, which doesn't really matter, except for the fact that it just shows how well thought of this particular hotel is. [00:35:18] Speaker A: And it was well priced. [00:35:20] Speaker B: Oh, yeah. [00:35:21] Speaker A: It wasn't like a crazy expensive hotel. It was very well priced. And their customer service was excellent. They had two way text available, which is great. They text me when we were on our way. They made reservations for us through the two way text for that night. I mean, it was just very exceptional customer service and rooms and amenities to match it. Right. [00:35:46] Speaker B: And the whole area surrounded like townhomes and little cute homes. That was just very quaint. [00:35:55] Speaker A: Overland park is really cute. It's like a little suburb of Kansas City. So it was very nice. We enjoyed it. Next time I go to Kansas City, I'll definitely be staying at that hotel again. And Mary Margaret was super jealous. [00:36:09] Speaker B: Did you tell her? [00:36:09] Speaker A: How did. She was like, I knew that y'all were going to have a great experience and we had to stay in the slums. Last time, it wasn't even slums. It was like a Hilton. [00:36:18] Speaker B: But still and Hilton's are nice. We're not knocking Hilton's, but this one was. I was. [00:36:23] Speaker A: So it's just an independently owned hotel, boutique hotel. Super cute. [00:36:28] Speaker B: And, you know, when you keep your house, do like you do, and when you go away, you want to stay somewhere that's just as nice or nicer. [00:36:38] Speaker A: Well, it made you want to start your own hotel. [00:36:41] Speaker B: It did. I was like, what if? [00:36:45] Speaker A: Of course with you, you're like, we could have three rooms. And I'm like, the math is not mathing on that. [00:36:50] Speaker B: No, not three rooms. We would definitely do more than three rooms. But I would aim after their success, though, because it was perfect. It was a ten out of ten. [00:37:03] Speaker A: Yeah, I agree. And I gave them that review on their Google. Well, we had a fantastic time. I have just been traveling right and left all at one little cluster at a time. I went to New York with my girls, then I went to Nashville with our injectors. Then I went to Kansas City with you. And then next week, I'm taking Amber and Taylor to Arizona to clear Skin Institute to do a master advanced training on Scarlet collagen, pen derive and exosomes. And then the following weekend after that, I will be in Dallas speaking at the beauty boss conference for Sinclair. [00:37:43] Speaker B: Oh, that sounds fun. [00:37:44] Speaker A: So I'm going to be doing an Instagram live next Tuesday at 07:00 p.m. Central time. It's going to be like a ten to 15 minutes Instagram live to give some teasers about my presentation at the beauty boss conference. So make sure that you tune into. So thank you so much for joining me today, mom. I'm so glad you got to come and experience the conference this weekend. Sage and Mary Margaret have been with me before in the past, and I know that they gained a lot of knowledge and insight from it. And I know you're an old pro, but you can always learn new things. So I was happy for you to be able to come and kind of see some of the website back end information and the way that they explain all of that. So it's just such a fun and exciting conference. It's so laid back and relaxed, but you get to kind of meet a little bit of everybody and make those relationships and connections that you'll keep with you forever. [00:38:47] Speaker B: And last but not least, I got to finally meet Myron, who I got to put a face with the. [00:38:54] Speaker A: He was so cute. I got to talk a little bit about ravique during the talk, and he was, like, filming me so that he could send it to the other guys and show them that I was talking about Ravik, because there's so much talk in this industry about the lack of technology for this industry, because it's just so brand new. I think only 20% of the available marketplace has even been introduced to toxins. So this industry is in its infancy, and so the ability to have the right tools that we need are just not out yet. And so there's a lot of lack of tools for scheduling and EMRs and all of that. And so Myron was really excited that I was able to discuss a little bit about what's to come with. So who's like a proud dad. And then I got to see my friend Dan Margolin, who we met in Arizona, that was one of the speakers for AMP. And so he lives in Kansas City, and he was really excited to see us, too. And he started kind of working with lifted logic after I told them about our experience. So it was so good to see him and some of our other BTL friends that we've met at conferences. [00:40:01] Speaker B: So, yeah, sounds good. We definitely had a successful weekend. [00:40:07] Speaker A: Well, I think next week on the podcast, we're going to have one of the speakers from hydrofacial that's coming in to do a dinner at the club next Tuesday night. And I believe she's going to hopefully come in next Tuesday and be on the podcast. So we're really excited to have her on. So join us next Tuesday on Smartcast to speak with her. I don't even know who it's going to be yet, but someone, Allie just reached out to me when we first got here today. And then the following week, we'll have Taylor and Amber on the podcast to go over everything that they learn at clear skin. So join us next week on Smartcast. [00:40:43] Speaker B: And we'll see you then. Channel.