Prioritizing People Over Profit with Jamie Sanborn - The Long Game - Ep. #89

Most people see the glam, but few see the 15-hour days that built it.

In this episode of The Long Game Podcast, Ryan sits down with Jamie Sanborn, owner of One Eleven RX, a med spa based in Auburn, MA, to talk about what it actually takes to build a thriving business in an industry that looks a lot easier than it is.

Jamie started One Eleven RX out of pure necessity. A registered nurse for 15 years, she was climbing the corporate ladder, running operations for a wound care center, making six figures, and still felt like something was missing. She started with spray tans out of her house, bootstrapped her way into aesthetics, and built a team of 14 doing multiple seven figures annually. Her path wasn't linear, and she doesn't pretend it was. 

They talk about why Jamie hires for bedside manner over skill, what it means to "eat last" as a leader, how she navigated finding a compliant medical director partnership in one of the most regulated states in the country, and why staying honest with your team is the foundation everything else is built on.

What You'll Learn:

• Why the med spa industry is far more medically serious than its Instagram presence suggests, and what compliance really looks like for an RN-owned practice in Massachusetts
• How Jamie went from spray tans out of her house to a team of 14 doing multiple seven figures, and what the bootstrapped middle looked like
• Why hiring for bedside manner and cultural fit beats hiring for technical skill every time
• What "eating last" actually looks like in practice, and why it's the single best thing a leader can do to build team loyalty
• How to know when you're ready to open a second location, and why opening too early is one of the most common mistakes in growing businesses
• Why building a business forces you to confront your own blind spots, whether you're ready to or not
• How to think about the nature versus nurture question as an entrepreneur who learned the game from watching a parent do it first

If you're building a business in a service industry and trying to figure out how to grow without losing the personal touch that got you there, this episode is a practical and honest look at what that actually requires.

Interested in connecting?

GUEST
Jamie Sanborn
Founder, One Eleven RX 
jamie@oneelevenrx.com | https://www.oneelevenrx.com 
Instagram: @jamie.injx | @oneelevenrx 

HOST
Ryan Richards | Branch Manager, Northpoint Mortgage | NMLS 1987735
rrichards@trynorthpoint.com | www.financewithteamrichards.com 
204 Turnpike Rd, Westborough, MA 01581
Licensed in MA, CT, FL, NC, NH, PA, RI, ME, TN

Follow us on Instagram @financewithteamrichards @the.longgamepodcast

#TheLongGamePodcast #FinanceWithTeamRichards

Chapters:
00:00 Intro
01:03 Meet Jamie Sanborn
02:40 From Spray Tans to Botox
04:53 Making the Leap
08:38 Growth Goals and Scaling
10:37 Hiring and Culture Fit
15:33 Leading with Service
19:05 Expansion Timing and Marketing
20:24 Cash Flow and Inventory Lessons
26:39 Finding the Right MD Partner
27:33 Doctor Partnership Setup
28:55 Staying Compliant
31:12 Choosing Core Services
32:53 Building Specialist Team
33:40 From Operator to Leader
35:59 Entrepreneur Mindset Reality
38:12 Injection Risks Training
39:47 Botox vs Filler Explained
44:34 Mentorship Full Circle
45:56 Advice Nature Nurture Wrap

Transcript

0:00

Have you ever seen an industry that just looks almost too good to be true? You see the pictures on Instagram, on Facebook, and it looks like the industry's full of glam. But you've always wondered, what does it look like behind the curtain? Well, that's exactly what we dive into today. I had the pleasure of sitting down with Jamie Sanborn, the owner of 111RX based out of Auburn. She's built herself from a solo practice into a team of 14 that's doing multiple seven figures annually. Jamie breaks down the nitty-gritty of what it actually takes to run a business, her mindset, her philosophy, and the strategic business decisions she's making that ultimately allowed her to be so successful. So if you're someone who's wondering,"Well, how do I lead a team? What does my first hire look like? Should I start my own business?" Then Jamie's the exact person you're gonna wanna learn from Well, Jamie, thanks for coming on today. Yeah, thank you so much for having me. I'm excited to talk more about, you know, your story. We got to see the stu- you know, the studio yesterday. Yes. See your space, your spot. Yeah. It was great to have you guys. Which was great, and I'm obviously excited to have you on the Ascend Summit as a panelist. Yes. This is gonna be a great event. I'm really looking forward to it. We're gonna have a lot of good conversations. And learning more about you and your business as we were talking yesterday, I think some of the conversations we'll have will align really well with s- just the theme of the show. And even in our short conversation so far, hearing how you think about things, and like you're always thinking about the next step and the most important pieces of your business- Mm-hmm your employees, taking care of people, and I think that a lot of times people- They might not, they might not come across as, as genuine when they're talking about their business, but I know you do. So I'm super excited- Oh … to dive into it. Yeah. So- It's really important to me to take care of the team and the business because if I don't, I mean, I feel like every day we're cultivating, right? We're, like, growing this thing, and it's a, it's a living, breathing thing. So I am really passionate about that. Well, you meet those people, and they're like, "How's your…" You know, they talk about, they talk about their business, and it's very, I don't wanna say encyclopedia-esque- Mm-hmm … but they're talking about their EBITDA and, and their more, like, metrics and numbers and, and business terms. Yes. Less about, like, "No, these are our people. These are who work for us, and this is what we're doing." Mm-hmm."And these are some of the things we're working on. Here's where we wanna go." I love that, that approach to things, so. I think that's why we've been so successful, honestly. Um, for a lot of time, I think there wasn't a lot of transparency in the med spa world, and I think that's what we do well. You know, we take care of our people, and we're pretty honest with them, so- That's the best- … it works for us… best approach. And for someone who doesn't know about you, obviously, I mentioned med spa, but- Mm-hmm… tell me, what, what do How'd you start your business, and- Yeah… what are you excited about? So I'm Jamie Sanborn. I am a registered nurse, and I have been for 15 years. I own a med spa called 111RX. It has grown fast and furious over the last three years. Um, I have been in business since 2019, but the way you see it today is not the way we started. I actually started the business out of pure necessity. I am from a home of entrepreneurs. My dad was, um, you know, a very successful entrepreneur, so I always had that spirit growing up. And I was feeling like I wasn't having a lot of wiggle room after paying all my bills every month. I had gone to college. I was a nurse. I was doing everything that they told me I should to be successful, and I was like, "This can't be it." Like, "I am not making enough money to survive." Sure, yeah. And I was like, "You know what? I'm gonna start a spray tan business, and I'm gonna do it out of my house." So I called my dad, and I said, "I need a loan." Like, "You know, you gotta help me out here." And he was like, "Yeah, no, we're not starting a spray tan business." And I was like, "Well, I am." Love it. So I just kinda figured it out. Um, I began doing spray tans, built a clientele, and then there were other people that started to do it. And one thing about me is I'm very competitive, and I like to be the best. So I was like, "What can I add to this business that other people can't do or that would set us apart a little bit differently?" And I was like, "Botox." Like,'cause I'm a nurse, right? Sure, yeah. Let me bring this in. Yeah, yeah. So, um, we started doing Botox, and it was just, like, my- myself. I would take one class at a time, and I would get a model. I would practice. Family, friends, like, whoever would let me near them with a needle. Like, I was coming for you. Um, and then it was just literally bootstrapped the whole way. So it went from, you know, s- purely spray tans, and then we switched into that, like, aesthetic side. And it has been, like, just off to the races. We don't even do spray tans anymore. They're just too messy in our clean office. So we've transitioned fully now into the med spa world. Well, I love hearing, like, the story of how things evolved because I think, like, a lot of times people think when you have… They see your business now, and they think that's how it's always been. Mm-hmm. But the transition's always, always interesting. And the jumping point, so I wanna talk about that a little bit because- Yeah I think there's so many times where people have this idea But they just never take action on it. Right. And that's a big move, like going from your nursing job. Mm-hmm. Like you said, you got the degree, you got the job. Yeah. Thought, you know, you had the income that everyone said you should get. Yeah. What took it from, like, idea to action? Like, what was that decision process like? Truthfully, I am a terrible employee. I cannot work for somebody else. I don't wanna be told where to be at what time. I'm very headstrong, and just by nature, like I, I would… I was running a clinic at the time. I was running operations for a big wound care center. I was making over six figures. I had a great job, and it was a very cushy of- office nursing job, and I couldn't do it. I was like, "I cannot show up to this office every single day and do this job." Was it the job you always thought you wanted? Yeah. I was climbing the corporate ladder. Like, I had great connections at the hospital. Like, everything was going great, but I was like, "This, this is not it." And I knew I had to pivot. And, and what was… When you made the decision, was, were, at first, were you excited? Were you nervous? Like, I feel like that first initial jump is, is scary. Yeah. No, it totally is. But something that I encourage a lot of people to do now as well is don't just make that jump before you have a foundation. So I was working 15-hour days for years. I would go, get up, go to the hospital, work my job.

I would leave at, like, 3:00, 4: 5:58

00, and then I would go and inject until,

like, 7:00, 8: 6:01

00 at night every day, and I would, like, double-book myself. I would, I don't recommend this today, but I would, like, take patients with, you know, concerns that maybe I hadn't even treated before, and I would just figure it out, and, like, I just did that until I was ready to make that jump. And at that point, um, I felt like I was in a better position. I had a clientele. You know, I knew that it was trending in the right direction. I had some suc- some small successes, so I was like, "This could happen. This could work." Um, I was also really lucky because I have a really supportive partner, so I knew things at home would be okay. I was able to take the money I was making and reinvest it back in the business in order to grow because I didn't have to really worry about all those things at home. Love that. Yeah. Such nice to have that safety net. It is. If part- It really is … if your partner in business, unlike your personal life, is so important. Mm-hmm. Especially when you're starting as an entrepreneur. So important, and he's in business as well, so he's been a great mentor for me in this, this role as well. No, that's, that's great. And, and I feel like at that moment, when you… So you made the switch. Obviously, you're, you're doing, you know, double jobs, right? You're working nursing and then going- Mm … doing Botox after. Knowing what you know now, would you tell your younger self anything different? Honestly, yes and no. The hustle, I wouldn't change a thing. What I would change is not trusting everybody who just says that you should. Like the reps, you know, um, they're trying to make their money, too. Mm-hmm. Um, so I've learned really how to deal with some of these people, uh, that come in and wanna sell you something or maybe the red flag patients. So those things I feel like I'm more refined now, but had I not gone through it, like, I, I couldn't speak to it now. So I, I would give her some advice, but I don't think I would change it. Oh, that… Well, you, you only learn by doing. Like- That's right… we were talking earlier before, and she's a woman entrepreneur as well, and I had her- I told her a little about you, and she said, "We wanna ask…" She wants to ask you a question. So we're gonna get to that later. I love that. Okay. Uh, we'll hopefully we'll carry it on. We'll see if we can- Yeah, that's so cool … have you ask the next person. But as we were talking, Carolyn and I, we were talking about the same thing, and so many times people, I feel like they get to that step of like,"Okay, I wanna do this thing." Mm-hmm."I have a general idea." But they just never actually take action. Right. It's because they're worried about the unknowns. Right. But I imagine from even every day now, I'm sure there's still things you learn. Like… Totally. But I also think that's the fun part of being an entrepreneur. Mm-hmm. I absolutely love making a change in the business and then being like,"Okay, what is this gonna result in? Is this gonna be more revenue? Is this going to, you know, push us further along, or is this a bad idea?" And I'm always thinking about, like, the liability of things and what will happen if I do do this or I don't do this, and I think that is almost creative in a way, and I think that's the part of the business side that I really like. Are you where you thought you would be? You know, I'll be farther when I'm done. I love it. And where, what's your goal? Where do you wanna, what do you wanna do with this? I'm at a really interesting, um, intersection right now where, I don't know. I'm concerned about growing too big where I can't give that care and that, like, personal touch to every patient, but I know it can be done. I think it just needs to be done appropriately. Mm-hmm. So I would like to do multiple locations. I just don't know if I'm really ready to, like, spread the love yet. So, um, I'm also interested in a partnership someday, maybe an exit. I've seen some other people in other industries, uh, kinda ride the wave a little bit too long, and I don't really wanna miss the boat. I do wanna make sure that we're able to continue to grow with the right, the right team behind us. So I don't know what we're gonna do yet, but I know it'll be something good. I struggle with that, too. Yeah… of, of, of growing but not losing Right. Because we're, on the loan side we'd obviously do mortgages, but we're very involved with our customers. Mm-hmm. So starting my business was me on the phone with every single one of my customers. Mm-hmm. Meeting some of them in person, starting with them from the first call to their closing day. Right. Showing up on closing day, taking pictures. Right. But then you run out of time. Correct. So it's finding the balance of what, how can I still be involved- Mm-hmm less so that I can provide room for growth. Right. But keeping that personal touch, I think, is just so important. It's hard to do, though. Right, and once people develop that trust with you where you've helped them, and if you have investors that are coming to you, you know, two, three, four, five times, when you grow, they don't wanna work with who you've hired. They still wanna work with you. So that's the tough part is really figuring out how to make that happen. Um, that's been a struggle for me this year, so we are still kind of moving down that road. I think it's been really good. The team really picks up, like, what I put down, and they kinda carry that forward. But I think if we were to grow too quickly, I don't wanna turn people off because all of a sudden I'm not there for them, you know? Sure. A- and so I know, like, the giving up touch points and ownership, like, that's obviously hard for anyone. Mm-hmm. But how is, like, the team aspect?'Cause, like, I think sometimes people think, like, it's the mentality of, like, you have it or you don't- Mm-hmm when it comes to managing employees. Yeah. But I don't agree. I always- Mm … m- I, I believe that people, some people are more naturally apt to be successful at that. Mm-hmm. But no one starts out perfect, I don't think. I would agree with that. I think you learn, like anything, the skills. Mm-hmm. But was that something that came more naturally to you? Like, how was your first employee? What was that like? I was really lucky because I worked in the hospital managing a team. Mm. So I ran a department, and that included surgeons. They were my test dummies. They are ruthless. They want everything done for them. They're like your babies. I had six babies I managed. I love it. So that taught me a lot, right? Like, I had to really manage six difficult personalities, and then a team of nurses, too, and then the patients. So I feel like difficult conversations became really easy. Mm. I tell people today when nurses apply, I'm like, "You need to have two years nursing experience," not because of really a- Anything concrete, like skill-wise that you're gonna learn, other than those difficult conversations, and really just how to navigate. So that was a big one for me. But I think overall, I, I love managing a team, and I'm really lucky, like of the girls we have. But we hire a little different, too. I don't hire based on skill, I hire based on bedside manner, and if I think you have class and can handle the role. Mm. Well, it fits into the culture aspect. Exactly. Which- It does… that's everything. I remember one of the first people we hired, I inevitably did the wrong thing. I hired based on someone who was so technically skilled. Right On paper, they should be able to crush this job. Yeah. But I missed some of those culture cues. Mm-hmm. That in hindsight, it should've been clear to my younger self it wouldn't have worked out. Mm-hmm. But it not working out, so we had to part ways. And I think the culture piece, I think it's, it's hard to recognize that early on because you just don't know yet. Mm-hmm. But it's awesome that you were able to figure that out early. Sometimes I feel like your culture hasn't even been like developed yet. You don't know what you want. Right. And when you're young, you're looking at something on paper, and you're probably a little nervous you want it to go the way you want it to go. And I think sometimes we're, we're, it's almost like you're playing it safe a little bit by picking like the safe candidate. But I'm not sure that that's always like the best candidate. Some- sometimes I think safety, it comes back to bite you. I would agree with that. I- in a lot, especially in business. Yeah. Yes. In so many ways. Yeah. In so many ways. And now, so from where you are today, how, how many employees do you have? Like, what does it look like currently for you guys? So we're a team, I mean, it, it depends really what way you wanna look at it. We're a team of like 15 or 20 if we're looking at like all of our support staff, like- Mm … lawyers, accountants, everything like that, that are on our payroll. But, um, in the office I have five nurses, an esthetician, two nurse practitioners, and a doctor. So it's, and then two support staff. That's a lot. We have, um, Kaylee, our front office manager. She helps me do everything. She's a godsend. And then Lily, who helps us check people out in the evenings, um, and on Mondays and Fridays. So we are a big team now. Oh, absolutely. Yeah. It's good. It's, we're, we're really lucky. There's no drama, too. A lot of people will say to me- Mm … "Wow, you guys must have a lot of drama with all those girls in the office" And truthfully, like- We do not. We all get along. We're like a little family, which I think- Love that … it says a lot. Oh, it does. Yeah. It shows you started the culture you, you wanted to. Yeah, yeah. I didn't want a place that people didn't wanna come to work. Like, I did that for a very long time, and my goal was to make this something that people wanted to do, and like, wanted to come to work, and wanted to keep like, that buy-in, you know? Well, customers feel that. Exactly. Like, you know- They do the second you walk in somewhere, people like working there. Oh, yeah. And like, people will say to us, like,"I've been to other places and it's not like this." And I think it's just 'cause we kinda have that warmth between us too. And people wanna work harder for something that they- They do … they believe in. Yeah. Yep. And the people, they wanna work harder for the people they're with- Right… when they truly know, Yeah, I would agree with that, because these girls literally, like, will go to the ends of the earth for not only me, but their patients. Have, have you had someone leave? Are you still all the same people? No, we have really good retention, and that's probably- That's awesome… the thing I'm the most proud of. Like, we have had no turnover. That's awesome. I know. I know, it's really good. And, and you… So I know you said you enjoy the people aspect, and we were talking yesterday, you were saying you do find almost more enjoyment in managing your team. I do. I really like the business side, I really like the team side, and I've kind of been able to step into a role of training the girls and really mentoring them more than just, like, in the aesthetic aspect. So they're all super talented injectors, better than me, and I think now we've really moved on to… One thing I'm always telling them is like, "How are you gonna be 1% better today?" Like, "How are you going to be better than that new injector up the street, because you're offering the same treatment?" So I feel like it's really, um, I'm really passionate about like, bringing that forward and, and getting them to think like that, because I don't even know if it's a good thing or a bad thing, but I am self-analyzing constantly. Yeah. Like, why did I say that in that conversation? How could I have done that differently or better? And I think that the more they think like that too, they'll start to see… Or, or I think that patients will start to see and really not wanna go anywhere else, because they see how invested in their own growth that they are. For someone who's listening, how, like, how do you curate that culture? Like, what advice do you have for someone? Because it's, it's hard. Yeah. Like, especially when you are someone who's starting a business. If you s- hire one employee, like you said, you don't have the culture yet. Yeah. You might not even have a reference point. Mm-hmm. That's… If you haven't worked at a big company that has a good culture. Right. Give some, give some thoughts on that. How would you give some advice to someone who's like, "I, where do I start?" Like, "How do I make my employees wanna work for me?" You eat last. That's how. Mm. You eat last. They eat first. You do for them. It's not that they're… I hate people that are like, "They work for me." Like, we're a team. Nobody works for me. They work for the practice. That's, I think that mentality in an entrepreneur- Mm … is such a turn-off, and who would wanna work for somebody like that? So I think it's… I truly, like, they all make more money than me. They all go to training before I do. They… Like, I give them opportunity before I try to give myself opportunity, and I think that is what keeps them- Working hard and understanding that this is really about all of us. It's not about me. It has nothing to do with me. So I think, you know, taking the ego and the self out of it and understanding that this isn't like the Jamie show. This is 111RX, and we're here for patients, so it's, it's a service industry. Absolutely. And, and have you had… Have there been situations where you felt like you had to kind of course-correct the culture? Because that's something I'm learning, where sometimes I find, and it's usually a reflection of me. Mm-hmm. Like okay, I recognize maybe there's something that's not… Not that it's bad culture, but I notice some trends that are going a different direction. Mm-hmm. Like, how can I course-correct that? Like, are there any instances where you feel like you almost had to pivot yourself back to kind of the fundamentals of, of the leadership? Yeah.'Cause it's an active, growing thing, where I think sometimes people think like, "If I hold a meeting every week- Mm-hmm … like, that's leadership." And- Right … that's a part of it- Right… but it's the evolution Totally. I think that owning a business forces… It, it almost… It shines a light on all the parts of you that need improvement because you can't like mentor or do for somebody else until you've really worked on that, um, on yourself. And I will share something with you guys that, um, was hard for me, but in the last week, I actually had one of my team come to me and bring up a few shortcomings of my own that really need to be worked on. And at first, I was bullshit. Like, I was so pissed. I'm like, "How dare you?" But again, that's that ego, right? Like- Right … I'm lucky that someone feels confident enough to say to me, "I think you could be better in these ways, and it would be better for the practice." And I, I had to s- like walk away. I had to sit on it. I had to think about it. Yeah. And she's 100% right, and it was hard because those are my shortcomings. So I think it's constant. It is. It's constant evolution of not only yourself, but your practice or your business. Absolutely. Was that feedback you were expecting? Was that an open conversation, or they came to you first? It was on the heels of, um, just a rough week for me, and I think she felt like she could in- insight some wisdom, where maybe I wasn't able to see it just in the state of mind I had been in. Yeah. So I was really lucky to have her approach me in that way. It's a powerful thing to have that- It is … confidence instilled in your, you know, your employee. Mm-hmm. Yeah, absolutely. That's great. Yeah. I… And I think that it's a reflection of everything that you've worked over for the past, you know, five, five years. Yeah, absolutely. Can't get someone to that point typically unless they do trust and they're bought in because they're not telling you that to critique you. Right. They're telling you that to help the general mission. Exactly. So that's a, that's a cool thing. And she had said like, "I think this would help things in the office." Like, it was noth- it wasn't personal. It wasn't about me or her. It was really about like how I could improve, and I think that sometimes we all have our blind spots, right? So this was a- For sure … this was one that I needed to have the light shine on, shone on. But I love that. Yes. And, and earlier you… So earlier you mentioned you wanna grow to multiple locations. What is… do you feel like the, the next step? Like, what's the hurdle you have to get to? To get to that place? Yeah. Um, I see a lot of people who have a little bit of success and they run and open another location. Mm. Um, i- in multiple industries, not just in aesthetics. And one thing I do is I'm very observant, so I watch. And oftentimes I notice that people will not stay open because they don't think that they have m- either moved the location far enough from the initial one, where, you know, the draw is it's like too saturated to your initial location. So I think that can be problematic. And I think sometimes people want… Like, it could be the ego thing or clout. They just wanna have another location. Where if my first location isn't cranking and there's not a line out the door, like why would I open another one? Yeah. I mean, if I, if we have open slots on the schedule, open rooms, like what business do I have, you know, going on to open another one if we aren't, like full with revenue? Sure. Uh, so I kind of feel like until this location was really busting at the seams, it wouldn't be time. So I think we're getting there. We had, um, we hired some new marketing recently, and I think I'm in trouble. In the best way. Yes, exactly. No, that's, that's great. Yeah, it's like stabilizing the foundation- Correct. Yeah … almost. Yeah, 'cause what's the point of moving on unless one thing is doing really well? Like, what's the point of opening a second one if it's not gonna do just as well? Yeah, 100%. And w- do you feel like, what do you feel like you learned about the business side? Because obviously, s- initially you're starting just doing the thing. You're doing the practice. Yeah. What do you feel like you learned about the business that you didn't expect? Oh, like everything. I laugh about this 'cause I can hear my husband back in my head going, "Cash flow. Cash flow." So one thing, and this is girl math, like for all the girls that like, this makes sense to girls. It probably not to the most men, but, um, when I started, I couldn't understand why we didn't wanna buy a huge amount of product at a discount. And I couldn't understand that the money was better in my bank account than sitting on my shelf, even if I pay a little bit more for it at the time. Because it's gonna… At that time in my career, you know, it was gonna take me months to go through that product, and then that money is just sitting there waiting to be, you know, redeemed essentially. Right. Where if I had just been more patient and not tried to buy in at these big numbers to get the, the deals- Mm … it would've been just fine. So I think I early on just thought like,"Oh, the rep's gonna give me a deal. They're gonna like send me to this training." Now I look and they're like, "Do you wanna buy in for 30K? We'll send you to this training." I'm like, "Training's three grand. Why would I do that?" Yeah. Like, I'll just go to the training. Right. Show the training. So I, I think I just see things a lot different in that, in that sense. So but in the end, it still obviously worked, right? So- It did. It did … I think sometimes like when, when that situation comes up, people even early on they're like, well, they, they don't have the ability to like make change. I think some people get stuck in like,"This is the way I've always been doing it, so I'm gonna do it." Right. But it's like to, to be able to take the step back and see it from a different perspective and make a change- Yeah … I think is what allows people to like grow so much faster. Right. I mean, we like… And it's so funny, I laugh because it was a th- I remember it was a$30,000 filler order and we… It's 13, what, 15 days into the month and we've spent 90K on product this month. It's like it's- Wow… growth. Right? I mean- Yeah … so something that was such a scary thing back in the day, and I'm like, "Oh, why'd I do that? It took me a year to use all that filler," and we go through that in a week. Wow. Like it's wild, so. It's, it's a lot of… So you, a lot of product in your business. A lot of product, yeah. Yeah, so I mean, I, I'll talk, you know, sometimes with my staff, we talk about numbers here and there. I'll talk to other people. You know, we're doing multi six figures a month, but- I don't walk home with that. Like, I Sure. You know? Right, right. I'm not, you know, I'm not cleaning out the cash drawer on Friday. Um- Sure … but I wish I was. Yeah. Uh, but yeah, it is a, it's a, it's a product-heavy business, so if we're seeing a Botox patient, you know, we have to have that product, and same thing with filler, and it's all highly regulated and all prescriptions, so it's, you know, it's pricey. And where, and you obviously knew that getting into it. I did, but I think that I learned business as it went. Like, I understood it 'cause I did operations, but it wasn't, like, product I was picking and purchasing. It was, like, what the hospital was already using. So now, you know, going in and learning about different products and realizing, like, "Okay, let's test these two and see what's more cost-effective and what we're really gonna be able to, like, um, get good results and still be, you know, within our profit margin." Um- And, and there's probably so many different products to pick from. There are. There are. I feel like they're constantly, like, evolving, too. I mean- Mm … it's really, it's big pharma. You know, I- it's… These companies are owned by, like, very familiar names. Um, so they, they definitely get us. They're not too friendly to the small business owner, but we make it happen. Yeah, well, you, you find your way. Yeah, exactly. And, and so from the medical side, like, you must have some… I know we were talking compliance yesterday. Yeah. Yep. Has that been a new, obviously, something you had to learn throughout the process? Oh, yeah. So I have a fantastic lawyer, and I almost brought this up a little earlier when we were talking about being nervous and new in business. Mm. I would tell everybody, "Get a lawyer and become best friends," because that is your, that's your bestie in the first few years. Yeah. You know? With, uh, the state of Massachusetts, we are, I think, one of four compliant RN-owned med spas- Wow … in the state, because this state specifically has a lot of networks, and in the eyes of the commonwealth, an RN cannot legally own a medical practice, and as we shouldn't be able to because if I can't prescribe something that you might need to complete a treatment, why should I be able to own that clinic? So I have an MD partner, so we own the business together. I own everything that is One11, um, operations, business, all of that. He's anything that's clinical. So we're a layered practice. We have, um, you know, the business and then a- another business where it- it's the actual practice. So it keeps us safe, it keeps us compliant, and that also allows us to hire the two nurse practitioners that oversee us from day to day. So we have ownership that's compliant, and we also have two employed, um, nurse practitioners that are able to prescribe those treatments to our clients- Very- … that we can then execute… very interesting. Yeah. It's crazy. It was a… That was a crash course. Uh, and trying to explain to people and help other women in this state to understand that is insane. They don't wanna hear it, and it's almost like they think you're telling them because you don't want them to do what you're doing. Right. Right. And I'm like- They're casting doubt … "No, you should." Yeah. Like, "You should do what I'm doing. Just do it. You'll f- You'll sleep better at night, you know?" Do it the right way. Yeah. So it's a very, uh, a very simple setup if… with the right lawyer. With the, with the right lawyer. That's a great piece of advice because- Yeah … I think some businesses like yours, it's so much more prudent than others. Right. But even, like, simple businesses… I say simple. Nothing's simple. But, you know, the person who's doing, uh, construction. Mm-hmm. Like, it… On paper, sure, it sounds simple. I'm sim- simplifying it relative to- Right … medical compliance and Botox. But- There are still ways you can protect yourself- Absolutely … at the very simplistic level. So it's like either find that mentor or that attorney- Mm-hmm … that you can lean on to make sure you just do things the right way. Right.' Cause the last thing you wanna do is have that one thing that you knew you should have probably double-checked but never did come back and, and bite you. Absolutely, and it's the same thing like with having a team. I'm like, "I can't employ these women and ask them to come and work here and, and put their licenses on the line if I know that my business is non-compliant." I see all these RNs, they're, like, hiring staff, and I'm like, "What are you doing?" Like, not only are you not doing the right thing, but now you're asking somebody else to do that, and I just feel like that's kinda what we were talking about with leadership. Like, that's the antithesis of leadership. They see how you do things. Like, you're, they're watching how you do things to get a perspective of how they should. Mm-hmm. And do they value and believe in what you're building and how? Right. Not just what, it's like how are you doing it? Yeah, it's how and, and how…'Cause at the end of the day, it's about patient safety. If I can't complete that treatment because of a prescription or if something goes wrong and I can't treat it, like, what business do I have even starting that? Yeah, and I imagine when you went through that finding your partner- Mm-hmm … like, that was something you wanted to align on- Yeah… with them. Absolutely. Talk, talk to me about that a little bit, how… 'Cause I think a lot of, even for me, it, it's sometimes difficult to find the right partner. It is. And people get worried about the process of, like, how do you figure out who you wanna do business with, especially when you've already built- Mm-hmm you know, the foundation. So how, how'd that go for you? We definitely, uh, were, were looking for a little bit. So when I found out that that was the way it really needed to go, I was already injecting. Like, I already had a business. Yeah. But I was like, I knew the scope of practice because I had worked in operations at the hospital. I knew my staffing ratios, what I had to have there, and I'm like,"If this isn't legal there, like, why would it be legal here?" Yeah. So I started on the search. I talked to a couple different people. Uh, I wasn't really having, like, much luck. It didn't feel, just didn't feel good. I talked to this one medical director, um, doctor that would've been our medical director. He was gonna take an additional 15% on all the product that we ordered. Like right off the top, just so you would pay him, but then you also had to pay for him to order the product. Wow. And I'm like, that was crazy to me. Yeah. So, uh, we ended up finding the doctor that we're with now, and what I loved about him was he wanted to allow me to be really autonomous in terms of running the business, and all he was concerned about was that I followed certain protocols that he set in place on the clinical side. So we basically took those, really dialed them in, and we just operate off of like the, the, you know, what he gives us to, like the parameters to stay between. And the rest of it is kind of how we wanna do it. I love that. Yeah. And, and is… How involved are you together in terms of like decision-making? So you do everything decision-wise on like business operations or what is that like? I do all the business side. He just does the clinical side. Nice. So anytime we have like a patient complication, you know, we make sure we, we notify him. Uh, we meet monthly to kind of go over anything that might be going on, any, any changes that need to be made. There's a lot of changes in regard to, um, compliance. The board of nursing puts new things in from time to time, so just kind of connecting on that kind of stuff and just making sure there's no problems coming down the pipe. Yeah. It's a, it's its unique partnership I feel like for- It is … an, I don't wanna say earlier partner, but when you're bringing someone on in your business when you're growing, like more often than not, like that initial partner is very involved. Yes. I think that's a unique arrangement. Yeah. It was very unique. Like, I was actually surprised that he wasn't more concerned about, you know, some of the things, but I think he also understood that like my plans were pretty- They were pretty normal. I wasn't out there trying to do anything too crazy. And- Right and I did grow with me, and then I started adding slowly. So I think that kind of eased us into things as well. Hm. And, and I know you mentioned just a moment ago, like the regulations are always changing. Like how, how has that played into things? Like do you, do you keep an eye on those yourself? Yeah. Like I know even from what I just see online, that there's a lot of talk about, you know, this industry and just different, I wouldn't say developments, but- Yeah different studies coming out. Like- Oh, absolutely … talk to me about that. What are you, what are you learning that's new today? Yeah, so right now, um, there's a group that was just founded. One of my best friends is the director of compliance for this group, and it's called AMP Mass. They're basically, um, aesthetic medical providers that are going to try and work with lobbyists to get certain things approved for nurses, and certain things like may be unapproved. So one thing specifically right now is microneedling is not legal for an RN to do in the state of Massachusetts. What is that? It is when these little needles come down into the skin, and it basically stimulates collagen production. It helps smooth fine lines and wrinkles, and it's really like the gold standard in just anti-aging to be preventative over the years. So it's honestly a very noninvasive… I shouldn't say it's noninvasive, but it's, compared to some of the things we do, like it's wild that it's not something we're, that's in our scope. Hm. It's, right now it's, it's allotted to acupuncturists and MDs, which is so bizarre. Hm. So, uh, what they're doing is they're lobbying to try to get that law passed so that nurses can do it. So I follow along with a lot of it. Uh, another example, I just talked to my lawyer yesterday and she sent me an advisory post that had gone out at the end of 2025 about aestheticians, just so that I could make sure I had it. Uh, so she's a great resource, too, in my back pocket. So I just try to kind of monitor some of these things that are going on. Uh, and there's, you know, there's a lot of groups online that I'm in that kinda talk about what's up and coming, what's changed. Uh, but they really, now that I'm saying this out loud, they should notify all the nurses as things pass. Yeah, you would think so. With like an email or something. Yeah, they don't, so you have to just discover it on your own? Yeah, it's really your responsibility. Wow. Was th- this in… I feel like health in general has had so much attention, like recently in the past few years. Yeah, yeah. So you would think that that would be something they'd get notified. I know, that they would just send out- Yeah. Yeah. No, not anymore, so. Even mortgages we get no- and we're not- Right worst case we're not gonna like, you know, hurt someone. Yeah, exactly. Yeah, you would think. You would think that they would. I think even when your nursing license expires you just have to know, 'cause they're not telling you. Like, that's up to you to go renew. You have to check on that too? I'm pretty sure, yeah. Wow. They used to send something. I don't think they do anymore. Wow. Put the onus right on you. Yeah, they do. Oh, that's great. And, and so for that side of things, are there services, obviously I know you have a pretty wide service scope right now. Talk to me about why you picked certain things, because I think sometimes in service businesses like, and I, I don't own one f- fully. I do mortgages- Mm-hmm … so I'm pretty much in my lane, but I can relate to it in the sense of real estate investing- Mm-hmm… where everyone wants to do everything. Right. They wanna do the flips, they wanna buy retail, shiny object syndrome. Yes. How was navigating, like what to put as your core prod- your core service? How was that process for you? Like are there things that- You feel like you initially wanted to do, aside from the spray tanning, that you ended up realizing wasn't best for the business? How'd you navigate, like, the service mix? Yeah, 'cause th- there are quite a few out there, and they're always coming out with a new one. Mm. Like for example, I don't know if you've heard about the salmon sperm DNA, but everybody- No … is getting salmon sperm all over their face right now- Really?… because it's has anti-aging properties, and Kim Kardashian did it. Oh, that's- So- Yeah, that'll help… I try to stay away from trends, because everything can become a trend. Mm. Um, but I f- anything that doesn't produce, like, a result that I feel like is worth the cost- Mm … then I won't bring it on. I, I don't like to take money from patients, like, if they're coming in and we're consulting, if a service isn't gonna get them from point A to point B the way they want it to- Mm … I'm really clear about that because it might not be worth the money for them then. Then it feels like snake oil, right? Right. Like it's selling them something that doesn't work. So if I'm gonna bring in a service, I have to make sure it's result driven and that it's safe. Those are the, the two biggest things. And was there, I know you do the IV drips as well. Yeah. Was that always a part of your business or is that a newer service you started offering? That was probably newer in, like, 2024. Once we moved to our new location and had the room to really offer those types of things, we added, we really expanded our service at that point, our services. Um, we have l- a lot more lasers now, too, than we used to, and within the practice, we really try to have different people champion, like, different devices. Mm. So one of our nurses is, like, the laser hair removal queen. Then we have another one who's really great at, like, the science of things. So everyone has, like, a strength that we can really lean on each other with. Um, for example, weight loss. Like, only our nurse practitioners do weight loss 'cause it's prescribing. So, like, we're not gonna do that. Right. So we really all just try to stay in our own lane. Was that by design? Was that something in- initially you, you set out to accomplish, or that just kind of evolved over time of making these, like, specialists? A little bit of both, because I realized quickly, like, I can't be everything to everybody, and I needed to have other people available for these questions. So a little bit by design, but I think at first I tried to do it all and realized I couldn't. Well, naturally. Yeah. But I think you learn so much by trying to take that on. Yes, you do. Now, did you have… Uh, you had done pretty much everything in the practice before you started. Mm-hmm. How was that experience going from doing it all yourself to managing? Like, I think I was talking actually earlier in the previous podcast, we were talking about this exact thing, and Caroline in particular, like some of the things she's doing, she's everything for that, for that business. Mm. So Flipping, she's doing, like, everything. Which we were talking about it and she's like, "Don't think I would do it any other way at, at first- Yeah because you have to learn- Yes… all the nuances." Agree. Like, you must be, I would imagine, a better leader because you understand where they're coming from. You relate to the position they're being in. Yeah, absolutely. I mean, I, especially, like, when it comes to, like, patient relationships, like when someone no-shows them, if someone's not super happy- Mm red flag clients, I'm like, "Guys, listen, like, let's talk through this because There's, there's, you know, there's something going on here. Like, and it's not always you. Right. You know? It's also funny now too, because I used to be able to do everything, and like now I can barely check somebody out. Like, it's so funny. I'm like, "Kaylee, where are you?" Yeah. Um, I mean, I can do it, but it- Yeah… I'm not as good as she is at it, right? So I'm not the best at everything anymore. Like, that's probably a big thing that's changed. Like, I knew how to use all the systems. I knew all the patients. I knew how to do all the injecting. Now Kaylee's better than me up front. Kate's better than me at laser hair removal. I mean, there- everybody has a different strength now, so it's so funny to see everybody evolve. That's, that's a cool evolution to see, especially even for, like, yourself. I know for me When I was looking at, you know, my first few hires, it's accepting that someone will be better than me at this thing, and that's a good thing. Yes. Because that means I can focus on the things that I'm better at. Right. And we all do better because of that. And that's hard at first. It's very hard. To say like, uh, one thing I- I started saying with my first hire, I'm like,"She's a better injector than me. She's a better injector than me." And like you have to swallow your ego at first to be able to really like believe that a- and tell everybody that. Absolutely. And it's so empowering, though, when you see that they're more, your employee, your person you're working with is more and more f- focused and enjoying the thing that they love. Right. Because they're good at it, and they know it. Exactly. And so it empowers them, too. It totally does. But it's a hard realization. It is. It is, and then it's like, all right. So that's when you go, I, at least for me, I feel like I went from like being single to being a mom because now I have all these girls that like, they're like my kids. I'm, I- I take care of them. I mentor them. Like, and you get to watch them grow. It's really cool. No, that, that is really cool. Yeah. What do you feel like is one of the biggest reasons why people don't like get to the point of actually owning a business with, you know, employees and running an operation as opposed to a solopreneur? Is it kind of that reason of not recognizing yourself? I think so. You don't realize your weaknesses? I think so. I think that, um, I think it's a lot of things, right? Confidence. Mm. Like what kind of environment were you brought up in? Do you think that, do you have the confidence that it takes to be like, "I can do anything"? You know, like that's like… I also think you have to be a little unhinged. Like there is a little bit- Yes. Like you're a little crazy. Yes. Okay? Like I really don't think that like- I agree … every, I think you have to be a little unhinged. I don't know how else to better say that. Um, and I also think that we've been indoctrinated for so long in this country that we should all like just work for somebody. It's safe, right? Like, I think- It's safe. Yeah. Yes. It's not safe. You know what's safe? Taking a chance on yourself. I- I think that there's a few reasons people don't get there. Ego, like I said, confidence, maybe the environment they were brought up in, but i- I think also you either have it or you don't. I agree. I think where I do agree with like you have it or you don't is- is the way you're wired. Mm-hmm. And we were talking, I was talking about this actually before the show, and like what you mentioned's funny, where it's you have to be a little bit out there. Yeah. And you do. Yeah. Like when you sign up to be an entrepreneur, it's by no means easier. Mm-hmm. It's way harder. Way harder. It's like the whole analogy of like I gave up my 9:00 to 5:00 to get, you

know, a 10:00 to 10: 37:19

00 or whatever whatever it is. A 24/7. A 24/7 job. And it's true, but that's the most, most rewarding thing. Yeah. And I actually get really frustrated because this industry looks so glam. Everyone in my industry wants to like, they'll post like hopping out of a G-Wagon and like going to this conference. And I'm like, "Y'all, I'm working." Yeah. Like wait, like it's not like that. And I don't think we should put it out there like that because I think it devalues the fact that it truly is medical. Mm. Like it, it is. It's not a hair salon. It's not… It, it is more in depth than that, so. Right. There is the aesthetic, but it is- Right … a serious- And not to say it, a hair salon's not important. I'm just saying like, you know, it's just, it's different. It's very different. Yeah. Yeah, you have- Nurse practitioners and, and doctors. Yeah. So it's very, very different. Right. And we're injecting things, like, in their body that, you know, they could code. They could have an allergic reaction. Like, we have emergency protocols in place, and an AED, and plans with the fire department so that if anything- Wow does occur, like, we have a, we're an emergency preparedness plan, you know? Yeah, that's way different. Yeah, right. Were you scared the first time you gave some- put a needle in someone? A little bit, yeah. I remember I was like, it's so different. You know? You're working on their face, like, rather than just their body. Like, when you're giving injections in the hospital, it's generally in like an arm- Right … or maybe a butt. Uh, so yeah, that was definitely a little nerve-wracking. And you have someone watching you. And in my experience when I h- was training on this, um, to be able to do Botox, like, the girl training me wasn't that friendly, so I was like shaking with my little needle. Like, am I doing this right? You know? And- So … and do you, and what was the… Did you train yourself on that, or was there like a training program? Believe it or not, how to get trained in Botox and filler is you take a weekend course Is that not scary? Yeah, that's crazy. Right? So it's like a t- couple of days, they teach you how to do it. Because once you're a medical professional, you can inject the substance. You just need to know how. Mm. So you kind of learn how, but then it's really imperative that people get like a mentor and continue down the path,'cause there is so much more than what can be taught in just a couple of days. Well, I can imagine. Yeah.' Cause you see like you… Online Oh, my God. People who got like a bad injection. No, no. And it is, it's scary. There are people who have, um… If you inject filler and you don't take the right steps by checking to make sure you're not in a blood vessel, um, and you inject that filler, you can occlude somebody to where that blood flow is no longer getting to where it needs to go, resulting in necrosis. So you could rot someone's tongue off, their nose. Wow. They could lose vision. They could go blind. It's, yeah, it's serious. Yeah, holy moly. I know. Lose a tongue? Yeah. Yep. Yeah, your tongue could go black and fall off. Like, that's different than a hairdresser. Yeah, a little bit. A little bit. I mean, they can definitely fry our hair off- Yes but at least it'll grow back. At least it'll grow back. Not a good thing, but it'll grow back. Oh, def- yeah, definitely. Definitely way different. Yes. For those who don't know, and I'm like one of those, I know enough about it, but Botox, like how does it work? Yeah. Tell me a little bit about the actual process. So Botox is a neuromodulator or a neurotoxin. Um, a lot of us are familiar with this in terms of like, um, oh, what am I trying to say? Biological warfare. Like you could literally- Yeah … like give this to somebody and paralyze their whole body, and they… You know, it's like in those movies. What is it? Um, What Lies Beneath when he puts her in the tank. Yes, yes. Yeah, it's kind of like that. Wow. So, um, it's… It, it comes in a powder. It's reconstituted into a liquid. It's dosed in units, and it's injected into the muscle. So Botox basically, Botox is just a brand name too. It's like Coke versus Pepsi. Oh. So there's probably five, six brands on the market now, and they basically paralyze that muscle for a designated portion of time, and then your body will… It'll wear off, and your body will resume movement. So it's used a lot cosmetically in the forehead and crow's feet because what it'll do is it'll stop those muscles from being able to contract and then making lines in the skin. So it doesn't really actually work on the skin the way most people think it does. It just inhibits the muscle from being able to do what contracts the skin causing those wrinkles. Right. So. So, so then it… Preventatively it's the early, like earlier is better. Correct, yeah. So once somebody has those deep lines, we can definitely improve them. Um, maybe we, you know, we keep them on Botox, but then we do some laser, some other skincare treatments. They'll definitely see improvement. They might still have light fine lines. But if you start young where you never have them, you're never gonna get 'em- Yeah … 'cause you're not creating them, so. That's so interesting. And how often do you have… Like how often does it have to be reinjected? It lasts anywhere from three to four months. The more active you are and different metabolisms, it can be a little bit quicker than that, so we usually say quarterly. There is a product out there now too that we carry that lasts up to six months, so sometimes people will opt for that and then only have to come in a couple times a year. Interesting. And are there permanent options? Aren't there, like, permanent fillers and stuff? Or do- Not permanent Botox- Yeah … but there are more permanent fillers. Um, there are some that are actually permanent, or one of them I know can last up to five years. Others are more biostimulatory, so they'll encourage your body to produce collagen, elastin, different things that help the tissue look and feel more youthful. What's the difference between a filler and Botox? Like, what is the fundamental difference? So, um, the filler works on the muscle and actually shuts down that muscle activity. A filler is purely just a hyaluronic acid gel. So, like, when we inject it in the lips, it's hydrophilic. It loves water. It's gonna keep your lips really hydrated. Um, if we use it for the cheeks, we're gonna use a little bit more, like, thick of a product, a little more lifting ability to kinda structure and, and mimic bone in those areas. So there's all different forms of filler, but its job is literally just to fill. Are there any health benefits aside from just the, the visual? Have you seen, like, applications like that? I wouldn't say so much with filler, but I can speak to Sculptra a little bit- Mm-hmm… which is a bio stimulator, and that was originally developed for, I believe it was AIDS patients, because they would lose so much volume and look so gaunt. Um, so they had used that to replace volume in their face, like, back in, I think it was, like, the '80s. Okay. Um, and now we use it just more cosmetically. Okay. I didn't know that. Yeah. Yeah. And, and so with the filler, like, if you get something permanent, and say you don't like it, can you g- can you change it? I think that five-year one, that's pretty f- permanent, I don't think you can, but most of them are dissolvable. So the reg- Okay … like, the ones we use in our office are all dissolvable. Dissolvable. Nice. Yeah. So we can reverse it, but generally, like, thankfully, we don't have to do that very often. Have you had any patients regret it? Not that I'm aware of anyway. Good. Um, so I haven't had anybody come back and be like, "Dissolve this." Um- Yeah … yeah. Usually everyone's- That's good … pretty happy, and if they're not, they haven't come back to us. That's why you're- So maybe.… doing so… That's why you're so successful. Yes. That's great. I always, I always like ask, ask questions like that because I think people, people use all, like, words like Botox, and they understand, but I don't think everyone really truly knows what it is. Yeah, like knows, like, the mechanism behind it and whatnot. Well, mechanism, yeah. Yeah. And there's, there's science behind it, too, which is very interesting. Absolutely. Yep. There's a lot. We just went to a conference in Boston last weekend or two weeks ago con- called, uh, Modern Beauty Con. Huge aesthetic conference. A really great job. They did a wonderful job, but we did a cadaver lab there. So you walk in, there was 14 tables, and there was 14 human heads, one on every table. So I took my team. All of us went, and, um, we were all at one table. And, you know, we pull back the curtain, and there's a head on the table. And we actually had filler that was dyed with food coloring, and we were able to inject it in all different layers of the tissue, and then dissect- Oh, that's cool that head. So we were able to see not only, like, the skin layer, but the muscles, the fat, the fascia, and where that filler goes and lives once it's been- That's really cool … been injected. So it was a great learning experience. That's really cool. Do you have any- Yeah. Did you have any takeaways from that? Yeah, tell the girls there wasn't gonna be a body attached next time. That's good. They're like, "I thought it was gonna be the whole person." I'm like, "No, it's just a head." No, no, just the head. Yeah, it's crazy. Just the head. No, that is crazy. Yeah. Don't, don't, don't donate your body to science. It might be on a Botox table. I guess that, that's what happens, right? Yeah. Yeah. Could be. Gotta change that organ donor box. Right, exactly. Yeah, that's great. And- So funny… and earlier, I know you Yeah. Yep. Talk to me about that. Was that something you had very present throughout your entrepreneurial jour- journey? And if someone's thinking about a mentor, like, do you recommend it? Talk to me about that a little bit. Yeah, like, have I had a mentor- Yeah Um, like a traditional one? No. I think truthfully, my mentors were my husband and my father. Both of them are just wonderful business people. Um, I've… Just growing up in a house with my dad, I learned so much, and living with my husband too, listening to the way he handles business, the way he cares for his team, like really just kind of getting a crash course in that. Uh, I think both of them have taught me a ton. And then in my career, since I didn't have that mentor, it's become really important to me to kind of offer that to other women. So I am currently offering mentorships to kind of help other people. I love that. Yeah. I love that. Yeah. Was that always a goal of yours? It wasn't, honestly. Good. I think until I had the team and realized, like even after the Elevate Her event, so many women reached out to me, and I was like, "Wow, there's a need for this." Like, people wanna build businesses, and they have no idea where to start, or, um, you know, maybe they just, it's not going the way they wanted it to, so- Yeah kind of helping redirect those businesses. Love that. Yeah. Full circle. Yeah, really it is. Yeah. And you enjoy it? I love it. Yeah. It's really, really rewarding. That is really rewarding. That's something I would like to do more, you know, do more of in the future. Yep, I bet that there are more people out there that want your help than you even know. I'm sure. Well, I- Yeah … hearing the response you got, I'm sure. Yeah. Yeah. Yep. That's great. Well, I have two final questions for you. Okay. One of them is loaded. Okay. All right. So forgive me for asking. Okay. But I always, I like to ask this question because I think I'm someone who has like a lot of little takeaways that always seem to pop up in the future. Mm-hmm. So for the longest time, on my quote on my phone was, "How you do one thing is how you do everything." Yes. And it sounds very simple, but there are so many little instances where that quote became pertinent or relevant in my head- Yeah… that changed the outcome Yep. So I like to leave people with some of those. Okay. My question for you- Sure… what is the best piece of advice personal or your business life? Mm-hmm. And it could be as simple as something that just resonates in your head like a quote. The best advice in my personal or business life. Okay, you know what? I'm gonna give you two, and these are the way that I've lived my life. Honesty is the best policy because you never have to remember your lies. Mm. And your education is the one thing that nobody can take away from you. And those are both my dad. I lo- love those. I have heard those my whole life, and those are the two things that stick with me the most. Love those. Yeah. The first one too, the honesty piece- Yes'cause you can, especially as you become more involved in business, you can tell- Mm-hmm… like when people are genuine or not. Yeah. I feel like e- in the first few minutes of meeting someone, I kind of have an idea of- Oh, yeah… of if it's for real or not. I agree. I think within two minutes, I can tell you if they're leading from ego or actual leadership. Yeah. No, that's a big, that's a big one. Yeah. I love those. Yes. The second question- Okay … it's from our previous guest, Carolyn. Okay. Um, and she posed a very interesting question. All right. And she said She would like to know if you would attribute more of your success to nature or nurture. Oh, that's good. It's a good one. Oh, that's really hard. Um… And you can flip-flop. I, I gave an answer- I'd have to say- … a little of both … a little of both. Probably more nurture, I think. I mean, I, my dad was in real estate. I touched on this with you guys a little bit. Um, but he, like, just worked for himself his whole life, and I watched that hustle, and I feel like, I don't know if that was just born in me or if because I grew up around him and this was just how he lived, like, I knew that was the only option for me, too. Uh, so yeah, that's a really great question. I would probably say nature 'cause I'm unmanageable and nurture because of how I was brought up. Love that. And, and, and unmanageable, what do you mean by that? I, I don't think I would be a good employee. I, maybe I'm a great employee, I don't know, but I think that I feel like I'm headstrong and, um, I think this is the, the lane I belong in. Like, I think about working for someone, and I, I feel like that's… I wanna throw up. Like you thrive in the chaos. Yeah, I literally do. Yeah. I do. Yeah. Organized chaos. I love that answer. For sure. That's a great answer. Yeah. Thank you. Well, thank you so much for coming on. Thank you for having me. This was wonderful. It was a ton of fun. Yeah. And for those who want to reach out to you- Yep … I will put all your information in the show notes- Wonderful … if you're okay with it. Of course. And obviously, Jamie just mentioned she's opening potential mentorship, so definitely take advantage of that. Yeah. Reach out to her. And injector training, so mentorship and Botox trainings, filler trainings, whatever you might need. Or come down to the spa in Auburn. Yeah. It is awesome. Hang out with us. Well, thank you. Yes, thank you.