105: Winter Dry Skin Tips Every Esthetician Can Explain to Clients

We break winter skin myths and show how education, not heavier moisturizer, drives results and rebooking. Angela brings a science-first lens to hydration, oils, TEWL, and ingredient order, plus practical scripts you can use today.

• framing winter dryness as environmental stress and TEWL
• using travel and water quality to explain sudden changes
• the sponge analogy to sell proper hydration layers
• why HA needs damp skin and smart pairing
• ceramides as barrier signals without clogging
• treating dry-acne with thin, aqueous layers and ice
• product order: water-based first, occlusives last
• choosing backbar lines by delivery systems and results
• building authority with consult questions that matter

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Transcript

Client Testimonial For Coaching

Krystal 0:00

Working with Kari Jo Patterson over the last six months and her VIP program has been an absolute game changer for my business. She's not just a mentor, she's the real deal. Kari has helped me with hiring, building out protocols, and navigating tough employee situations, and even tightening up my social media strategy. She's also introduced me to tools and apps that have streamlined my workflow and saved me so much time. What makes her stand out isn't just her knowledge, which is definitely next level. It's her heart. She truly cares about her clients and it shows in everything she does. She's jumped on last-minute Zoom calls with me, responded to off-hour texts when I was in a pinch, and offered real honest feedback that has helped me grow both personally and professionally. She's smart, she's kind, she's funny, and she's definitely fearless, the kind of mentor that every business owner deserves in their corner. I truly can't recommend her enough. If you're lucky enough to work with Kari, then you'll understand why I am shouting out her name from the rooftops. 10 out of 10, I 100% recommend her, and I will definitely be using her again and again.

Reframing Winter Skin Problems

Kari Jo 0:56

When estheticians hear dry skin, I feel like we immediately think, okay, dry skin, add the moisturizer, or we'll do something barrier repair. And while that actually is not wrong, it's actually not the full picture. Here's what I see all the time, especially in coaching calls, is that estheticians feel undereducated when it comes to actually explaining the winter skin to their clients. I feel like we can all treat it really well, right? But I feel like what we do have a hard time with is explaining it or creating that wow moment that when the client is in the chair, they are like, wow, she's so smart. She knows exactly what she's talking about. That I'm going to rebook, right? Because we know the service, we're just missing that education. And when you can't explain what's actually happening, or you can't create that wow moment, your consultations they get harder. Clients get confused, they don't see you as an authority in the space. You're going to have inconsistent rebookings. Well, in today's episode, it is about changing that. I am going to be sitting down with Angela and we are going to be breaking down skin in a way that finally clicks why it's not just about adding moisturizer, how oil and hydration actually work together and understanding the complete changes and understanding all of this will completely change your consultations long term. So this is one episode where you're gonna think, oh, that makes sense. I'm gonna start explaining it to my clients like that. So today I'm bringing on Angela, and she just has this way to break down the skin in a way that's just honest. She's ingredient driven, she's not hypey, and that's exactly what I know all of us need. So, Angela, thanks for coming on today's podcast.

Angela Morgan 3:02

Yeah, thanks so much for having me. I'm so excited to chit-chat and learn more and see what we can do to help some people.

Kari Jo 3:10

Yeah, let's do it. Well, first I want, because I know who you are and everything like that, but I want you to update my audience and tell my audience that they don't know you yet and they're not following you, which they should. Give us a little background about you and what you do.

Angela’s Science-First Background

Angela Morgan 3:26

Yeah, so I'm gonna try to keep it brief because it can be pretty long. I'm a newer esthetician in, you know, I graduated about four years ago. This is my, I gotta say, my second career. This is never something that I thought that I wanted to do or thought I would do. I went to college to be a pharmacist, and so that's where I spent a huge chunk of my time in hospital systems, being a nurse educator. You know, I went to pharmacy school, and so I just never thought that I would ever detour, you know, and move this way. I would say, you know, where I learned probably the most is from working at Nordstrom, right out of college, which really surprises a lot of people. But I learned how to run a business, how to communicate with people. So again, you know, Nordstrom was my first career out of college, nurse education was my second career out of college, spent again about 10 to 12 years in that. And then when COVID hit, it was really me sitting down trying to figure out what, you know, I joke what I wanted to do when I grew up. What do I, what do I really want to do? What is my passion? I think all of us who have become moms and have kids, you know, we go through these phases and and I was just coming out of the phase of giving full force to my children and my family. And I wanted to find myself again, right? I wanted to find what was going to make myself happy. If I knew I had 20, 25, 30 years left to give of myself, what did I want to do every single day? And that's when I discovered skin.

Kari Jo 4:59

Oh my gosh, I love that. I love that like you went or going into pharmacy because I'm like, that is like a background that would be so convenient for this.

Angela Morgan 5:09

Yes, and it has, it's become so convenient. I'm like, oh, I can turn this bottle around and I know everything that's in here.

Why Education Drives Rebooking

Kari Jo 5:16

So which is something like I would say nobody, we did not get that education on in school at all. You're not gonna get it, you're not that's you're not gonna get it. So yeah. Well, I'm super excited because I wanted to jump into winter skin, because it is winter skin right now, and I wanted to jump into that because what I find so often is when I'm talking to these estheticians, they get into the treatment room and they have a hard time selling. And the reason why they have the hard time selling is because they are lacking the information behind what's going on in order to sell themselves to the guest. Do you know what I'm talking about?

Angela Morgan 5:56

100%. When one, yes, yes, this is what turns a good aesthetician into a great esthetician. And it's so interesting because so many people in anything, in any sales you do, whether it's car sales or home sales or whatever it is, find the best person that does that. And what do they do differently? They're knowledgeable, they're educated, they do their own research. You know, you go back to talking about what we learned in school or what we didn't learn in school, we have got to get out of the notion that school is gonna teach us something, right? School is going to teach you how to pass a test, school is gonna teach you the basic level of things. So if you want to be the basic level of anything, then sure, just do what school says and move on. But if you want to truly follow your passion and be the best at what you can be, I mean it's the corniest statement ever, but knowledge is power. And nobody's gonna teach you that except for yourself. So, you know, you so much about an aesthetician or anything is psychology. It's far more, it's who that person is. I mean, I could take the smartest person in the world and they could be a horrible aesthetician, right? They could be a scientist, they could be all these things, but if they don't have the personality, if they don't know how to connect with people, if they don't know how to go out and do something and learn something and be motivated, you can lead a horse to water, but you can't make him drink.

Kari Jo 7:27

So true. And like when you were sitting there talking, I was just thinking, because I just pulled my son out of school and I'm homeschooling him because I'm like, yeah, dude, schools don't give me like what you need. You know what I mean? You need more of the hands-on, you know, and so what you were saying, it totally resonated personal life too. But so yeah, so I wanted to jump in and I feel like because I was like, okay, when someone thinks about winter skin, like if I'm going with the most basic thoughts, is that someone comes in and they're like, Oh, I have dry skin, and immediately your head's gonna go to, okay, just use more moisturizer and we will repair the barrier. And I just want to know, why do you feel like that's so incomplete?

Angela Morgan 8:11

Well, it goes back to how I think about skin and how I look about look at skin, right? So I teach my estheticians and myself is everybody is so individualized. And I feel like that's why our spa is different, why I'm different, because we have been trained that it's this is the problem, here is the answer, like move along in this little thing. Like if they need this, you're gonna do this, A, B, C, da da da. It is what we're finding, and this is what I think is so cool about science and knowledge about anything, whether it's about your gut or it's about your hair or it's about your skin, is that our skin is like a fingerprint. There is not one person out there that has the same skin as the next person. I could see 70 clients in a month, and I'm not gonna give the same person the same answer, the same conversation, or the same product regimen. Now, could there be similarities? Yes. So when someone comes to me and they're telling me their skin is so dry, maybe I don't know them. I they're not a client of mine, I've never met them. I'm actually, my mind is not thinking more moisturizer. My mind is gonna go, okay, well, how long has this been going on? Okay, have you always had dry skin? Or is this something that's new? Are you going through pre-menopause or post-menopause? Did you start a new medication? Did you travel somewhere? So my mind goes to like all these crazy things that could influence it, right? I'll give you a prime example. One of my creative directors marketing team yesterday just got back from Mexico City, and she's like, My skin is so dry. And she goes, and I know what it is. I know what it is. It's because I was eating this way, and da-da-da-da-da. And I go, Hannah, I go, it was the water. She goes, God, I know I wasn't drinking a lot of water when I was there. And I was like, no, Hannah, it was the water in the shower that was on your face. And she was like, What? I go, Hannah, you live in the Pacific Northwest. We have amazing water, great, blah, blah, blah, whatever. You went to Mexico State. No, I don't know Mexico City's water, but I would say the same thing if you went to Panama or if you went to Japan or something. You took your balanced skin and you put it into an environment that is not the same as that it's used to, right? So could there have been factors of like, yes, you probably ate bad, you didn't drink as much water, da-da-da-da. But what was like the over-resounding thing was the water that you put on your face is completely different than the water that you normally put on your face on a daily basis. And so, because a lot of things when it comes to skin, whether it's dry skin, oily skin, acne, da-da-da-da-da, there was a change in something, and typically it's within, right? Sure, it could be an environmental factor. You know, in the wintertime, we're going from in a very, very warm environment inside where there's very little humidity and we're like blasting heat on our face, and then we're gonna go step outside to where it's freezing cold. And so we're gonna do this like back and forth to our skin. And so our poor skin, it's a living organ, is trying to figure it out's like, shoot, what do I do? Do what do I create more oil? Do I dry it out? You know what I mean? And so when you stop and you think about skin like that, about what things could be affecting it, and you help to change those factors, then the skincare will work better.

Kari Jo 11:36

Yeah, yeah. I love that. And I have like a few so much to go off of that. But my daughter, and this is not skin related, but it's her hair, but her hair, she moved to the state of Utah, and we live in Texas, and her hair at the very end started getting all these little white dots, and it was just damaged. It looks like crap. I'm not gonna lie, you know. And I I took her into like the the hairstyles, and she's like, Well, yeah, you know, it was the environment. She's going for like Utah is so dry. Do you know what I mean? And the water that she was using on her hair, like, and so yeah, I I hear what you're saying because it's about the environmental. And so I feel like where we are getting it wrong is being like, oh, let's just add more moisturizer. But like the part that's going to sell to your client, whether or not they're gonna trust you and come back and think that you know what you're talking about, is what you just said. Well, let's go into the environment. And I loved your analogy of like when you step inside your house, we're like nice and warm. I walk outside and I'm like, oh, I am so cold.

TEWL, Barrier Stress, And Layering

Angela Morgan 12:44

Yeah, and you get if you think about what that does to our body, right? Like we get shivers and our our our skin is trying to change in order to heat our body up or keep it. If you don't think that your face isn't doing the same thing, then you're crazy. You're crazy. I don't know why we think of our like body skin different than our face skin. Yes, it's thicker and there's different components to it, but skin is skin. Yeah, that's the same way.

Kari Jo 13:08

So what system would you say takes the biggest hit in the skin during the winter?

The Sponge Analogy For Hydration

Angela Morgan 13:15

Well, it's the evaporation of the water, right? So we're in summertime and it's hot and it's humid, and there's a lot of uh, you know, our skin doesn't go from this hot to cold, hot to cold, hot to cold, right? It can kind of do that with air conditioning and things like that, but for the most part, our skin is able to hold in because the barriers are damaged. So another thing about that hot to cold, hot to cold, hot to cold is it can break down the barrier of our skin. We get transepidermal water loss, right? Our skin is not able to hold in a lot more of that moisture than it used to. So in the summertime, again, you're just a lot warmer. Our skin isn't having to make such drastic changes so fast. And so you have to add more. That's the other thing. Not and it's not more moisturizer, it's more ingredients, right? It could be that our skin is not creating for whatever reason, because this is internal sometimes as much hyaluronic acid. Okay, so let's add more hyaluronic acid, let's add more ceramides if you're not acne prone, let's add more oils if you're not acne prone. You know what I mean? And so it's it's in layering them the right way. So if you go and you, you know, I hear all the time, oh my gosh, I've just been like soaking my face in this face oil. And I go, when do you put the face oil on? And I go, Oh, I wash my face, I get out of the shower, and then I just shove a bunch of oil on my face. And I'm like, I go, and then you put your moisturizer on? I'm like, okay, right. I was like, so all of that stuff that you just put on after that oil is not soaking in. Like, this is just science to me, too. That it's just so interesting that people don't see it. Like, our skin can only absorb certain things a certain way, and oils typically are a large molecule. So if you put all this oil on your skin and you put this large molecule, and we know oils are occlusive, right? We we know that that's science. I'm not making that up. That's not an ange thing. And then you try to go put like a dolton weight hyaluronic acid of like, you know, a dolton weight of like 300, 320 hyaluronic acid over a large molecule, it's just gonna sit there. So that's the biggest thing I see is people think by putting oil on their skin that they're hydrating their skin. So it's like, no, no, no, no, babe, you gotta take all that oil off and let's let's let's hydrate this. I did an analogy on my social media a couple weeks ago, and it's still there. And I took a dry sponge. So I do the dry sponge thing. So you take a dry sponge and you take a wet sponge, right? A dry sponge is crispy, it's crunchy, it's it's there's nothing to it, it's very tight. It's uh take a wet sponge and it's like bouncy and it's got all this, it's way bigger, you know, a small sponge, a big sponge. Take a drop of food coloring on the dry sponge, take a drop of food coloring on the wet sponge and see which one pulls that food coloring down in deep. Okay. The wet, the dry sponge, it's not, it's gonna sit right on that surface and it's gonna, it's like trying to spread out on this surface because it's like, oh my god, you're dry. Oh my god, you're dry, you're dry. Let me just go all over, right? Whereas if you take a wet sponge and you drop a drop of food coloring, it seeps down in. It's exactly our skin. Hydrated skin takes in more than dry skin.

Kari Jo 16:32

I love that. Yes. And you know, I do that with when I get out of the shower, I'm like, okay, I'm gonna put on my moisturizer, and then I put on my body oil after. You know what I mean? But you are right. There are so many people I know that will put on their oil literally before their moisturizer.

Angela Morgan 16:50

Because they think they think like, oh my god, this is thick, and that I feel it on my skin. That's the other thing. People are like, I want to feel it on my skin. And I'm like, if you feel it on your skin, then it didn't penetrate down deep and do God's work. Like, you need this stuff to penetrate in, you know. So that's it. I feel like I spend my entire day when I see clients and when I see new clients just educating. And when you do that, it all makes sense to them, right? Because that was me when I came into this industry. Somebody educated me. And when it makes sense to you, then you're more apt to do it. Take someone who just says, okay, this is what I want you to do. I want you to do these three steps, one, two, three, go ahead, you'll get you'll get better. Then you go home and you're like, Well, she told me to do those three steps. She didn't really tell me why to do them. So, like, I'm not really that motivated. But someone says, Okay, this is what I want you to do. I want you to do these three steps in this order because of this. And then she explains why. I will forever use it that way because she said, if I do it this way, my skin will get better, it'll be more glowy, it'll be more hydrated. There's a why behind it. So I'm like, yep, I'm gonna do exactly what she said because she gave me, she told me what the result was gonna be.

Kari Jo 18:02

Yeah. And I feel like when you just educate them on even that like the analogy that you just gave them, if you were to take that same analogy that you just gave, and you somebody came into the business and they're like, I have like dry skin and it's winter, and you told them that, that client is gonna be like, Oh my gosh, she knows I didn't know that, and they're gonna think you're so smart, and they're gonna rebook and come back because it is that education and allowing them, you know what I mean?

Angela Morgan 18:34

We're in a world of yeah, we're just in a world of so much information, yet people don't know how to take it in. So you have to find somebody who connects with you.

Hyaluronic Acid Myths And Use

Kari Jo 18:46

Yeah, and I feel like that's what you're so good about is like breaking it down into that analogy so that it can be applied in the real world, you know. That's why everyone needs to go and find her on Instagram, follow her, you'll get all of these little tips. So I want to jump into some ingredients because you are so great with ingredients. What would you say? I mean, like I feel like everyone, and you hit the nail on the head, everyone's, oh, you need hyaluronic. I don't know if there's anyone out there that does not know that hyaluronic acid hydrates, right? But like, what are the other ones that we should be paying attention to?

Angela Morgan 19:22

Yeah. Well, first of all, I want to give a little tip about hyaluronic acid too, because I often get people that come in and they're very dry. They're they're I also dry and dehydrated, different people, different, right? So you can have somebody who is dry, but they're not dehydrated. You get somebody who is dehydrated, but they're not dry. So when it comes to hyaluronic acid, if somebody comes in and they are dry or dehydrated and they go, Well, I don't know why I'm like using a ton of hyaluronic acid on my face. And I go, okay, but if you're already dry, hyaluronic acid isn't gonna do anything because how hyaluronic acid works is. Is that it goes into the skin and it tries to find as much water as it can to glob onto, right? That's what it does. That's how it plumps. That's what it so what it's doing is it's gonna go in deep, it's gonna find all the water it can, and it's gonna steal the water from your skin and try to bring it up to the surface of your skin to plump and look glowy and all this kind of stuff. If you have no water in your skin, it can't steal any water. So say you only have a little bit of water in your skin and it goes in and it steals all that water and tries to bring it to the surface. Now you don't have any water in your skin, so you're dry, you know. So it's so important to understand the way these ingredients work. And this is why I will forever bang my head up against a wall with mass marketing. It drives me absolutely bananas that you still see, you know, these Neutrogena commercials of like these big bouncy balls of water and hyaluronic acid is going to give your skin water. Hyaluronic acid is not gonna give your skin water, it's taking water from your skin. That's why you here when you apply hyaluronic acid, your skin needs to be damp. Why does your skin need to be damp? Because it needs to glob onto something. If your skin has no water, so anyway, so I I love hyaluronic acid when it's used the right way and when it's not mixed with a bunch of other junk that has larger molecules to help it penetrate in deeper.

Kari Jo 21:18

Yeah, that's super good. So, okay, there's the hyaluronic acid. What would you recommend on another ingredient?

Ceramides, Oils, And Order

Angela Morgan 21:27

Um, I love ceramides. I love ceramides NP. I love ceramides. Um, there are like five different ceramides that are really, really great. And ceramides are what we call a NMF. They're a natural, basically, what they're doing is they are a signaling compound that go into the skin and is a natural thing that says to your skin, hey, wake up, work better. Come on, let's go, let's go, guys. So it's a it's a, you know, I use the word natural very lightly here, but it basically is something that knows how to go into your skin and talk to your skin. It's gonna ask your skin to do something that it already knows how to do, it just needs it to do a little bit better. So I love ceramides. And some people get a little bit scared of ceramides if they're congested or you know, acne prone or whatever this kind of is because they think that ceramides are going to congest them or make them whatever. It's not the ceramides that are doing that, babe. It's the other ingredients that are in the product that are probably doing that. The ceramides are not they while they are more lipid rich, which means lipid means oil, hyaluronic acid is water. Not all are going to clog your pores. Okay. So let's hyaluronic acids. And then I sorry, I don't mean to interrupt you, but then you know, I do love oils. I love oils, but oils need to go on last to seal it all and put like a piece of I joke that it's like putting a piece of saran wrap over your face to hold everything in.

Treating Dry Acne Without Clogging

Kari Jo 22:55

Yeah. So let's say that we have a client come in, she's got acne, but she is so dry. What are you gonna recommend for like what ingredients are you gonna be looking for in particular to help that?

Angela Morgan 23:11

Yeah, so I would say about 90% of the acne clients that I see are dehydrated, right? Because if you think about it, their skin knows how to make oil really well. That's one thing their skin does know how to do. And so hyaluronic acid, I think, is a phenomenal product. Now, your skin needs to be damp with something before that, right? And so I don't think using ceramides is a first line of defense for that. There's also a lot of inflammation when it comes with acne. No matter how you want to write it up, whether you've got cystic acne, fungal acne, blah, blah, blah. Acne is inflammatory. There's an inflammatory response going on inside your body, right? So to me, when when I hear the word acne, I usually have to go, okay, are you having a breakout or do you have acne, right? Because acne is a real condition of somebody who has not cyclical breakouts, cyclical breakouts is a whole nother conversation, right? When they get all women get that stuff, that's a sick, that's a breakout. Don't call that acne. Acne is truly, you've got stuff going on on your cheeks, you've got stuff going on on your forehead, you've got stuff going on in your chin, right? That is a true medical condition, acne is. And so there's normally an inflammatory response going on, so there's a lot of redness. So you need to figure out how you can bring that inflammation down, typically by ice. Ice is one of the cheapest, best things somebody with acne could ever do to their face is put some ice on their face. So, you know, go rub your face down with ice or an ice roller or something for about five minutes, and then take some basic, very basic hyaluronic acid in a very low molecular level. And there are brands out there that have scientific patents on the molecular level of their hyaluronic acid and put that on your face. But put more things that are thinner and more aqueous on your skin than putting thick moisturizers or oils on your skin.

Kari Jo 25:12

Yeah, that's so funny. I wish I could like put it, but I feel like it would just be calling out clients, and that would be rude. But I would love to make a real about what you just said about like, do you have acne or are you breaking out? Because that is the one thing that I feel like when I was an esthetician, I would people would come in and like I'm breaking out. I got acne. And I'm like, you do not have acne.

Angela Morgan 25:35

You have three dots. You got three dots right here, and that's probably because of the chocolate that you ate last night, you know, like it's so I mean, I I will say the reason why sometimes I feel like I'm out on an island is because I do think about skin, I look at skin, I think about products and the types of facials that we give, and I disagree with like 90% of the people out there. And so I'm kind of this disruptor in the industry that looks at skin differently. And I'm I'm totally fine with saying that to anybody, right? Again, because of my medical background. Like this is not acne. Some 37-year-old woman who's got four zits down here does not need accutane. Absolutely not.

Picking Backbar Brands Strategically

Kari Jo 26:22

Oh my gosh, yeah, I can go off on that part. There's like so many tangents we could get out of here. I feel like there's so many ways we can go with this. Well, okay, so I am just wondering, and I don't even know if you'll be able to answer this, but I am interested because I get asked this question all the time. When people come on, they're like, I just don't know what skincare line that I should bring in on my back bar. And so I don't even know if you have the right answer, but I because you are an ingredient junkie, how would you answer that for aestheticians?

Angela Morgan 26:57

So here's how I look at that. If you are wanting to open up a business, whether it's a solo practice, it's a big practice, you need to do market research. And that means getting in your car and driving around the area that you want to open up a place. Because I'll tell you what the world doesn't need. It doesn't need another spa, another med spa insert business that four people in the same block are doing. Hydrofacial is a hydrofacial is a hydrofacial. You don't need four hydrofacials on the same block, right? You don't need, and I I just gonna name out some brands, you don't need, I don't, I'm not saying these brands are good or bad, but like we don't need another skin better science spa. We don't need another skin medica spa, right? We don't need another, I don't even know a brand, right? We don't need another skin suiticals spa, right? So you, the number one thing that you have to do before you open a business is figure out what are you gonna do different? Yeah. Only way that you're gonna differentiate yourself. Only way. Number two, when you're looking at brands, some people would look at the brands I carry and go, that is ungodly, unnecessary. There is no way in God's green earth that you would ever need that many SKUs. And what I say and I come back to is when I was in pharmacy and I worked at a pharmacy, what if someone came in to get a prescription and I only had nine pills behind me? And I said, Doesn't really matter if you have high blood pressure or if you have a UTI right now, you're gonna get you're gonna get this one. That's what you get. Because that's all I got. I only got nine. That's what you get. You're gonna fit into my mold, right? So one of my brands has 120 SKUs, and that's because I look at it as making a little prescription. I'm like, I'm gonna do this, and then I'm gonna do this. This month I want to do this because they're all individual amino acids and proteins that I can blend together. So I'm like a little pharmacist when I'm back, the little compounding pharmacist. So number one, you have to look, you gotta do something different, whether it's the type of facials you're giving, whether it's the type of service you're giving, whether it's the brand you're carrying, you gotta find something different. Otherwise, you're just gonna be another one, another me too. I don't care if you give the best customer service. I don't care. You gotta be different, right? And then the brand, I just look at skin so differently. Again, I look at everybody's skin like a fingerprint. So I think when it comes to somebody's skin and figuring it out, I want to know about their teenage years. Did you have acne when you were a teen? You did. Okay. Then you didn't have it for a while because you were on birth control for 20 years. Okay, makes sense. Now you've got it again. Okay, you didn't just wake up one morning with acne. This started all the way back in your teens. So I want to know so much, you know, hyperpigmentation is a great example. Another one. I want to know when did you start getting hyperpigmentation? Like, there's so much to hyperpigmentation that's not just, oh, here's a product with some transeczemic acid and some cogic acid, it'll lighten up. Bye-bye. That's not the way it works. So I hope that answered your question. Just look for a brand that you believe in, that you are very well educated about, that you have a passion about, and that you have seen results. Because if you haven't seen results, and maybe you've just seen it on their website or on their Instagram, but you have never personally like if you don't use the product day in and day out, how are you gonna get somebody else to use it? So true.

Kari Jo 30:34

I'm like totally with you on that. I feel like I actually feel like each brand kind of has something that they're really well known for. Do you know what I mean? And so it's kind of like I can see why you totally cherry pick because I can be like, I like that company for vitamin C, but this company I like for their moisturizers, and this company has really good eye creams.

Delivery Systems And Manufacturing

Angela Morgan 30:57

And sometimes too, it's it's about their delivery system. So that's one thing with markets we don't talk a lot about, right? Because they don't put that on their box. They don't say, oh, we have this, you know, patented delivery system of how these ingredients work different together, right? I also love to look at where is it manufactured. So I happen to do 99.9% of my brands come from the EU. And so I know that they all have their own manufacturing plant, they have their own team of RD. I know where it's being packaged, I know how it's being packaged, like I know all of those things, right? I'm not gonna blow up any brands on here, but like, you know, you down there in Texas, you guys got big factories that like 80% of the skin care all comes from the same place. So, you know, the hyaluronic acid that's going into that wet and wild product is the same hyaluronic acid that's going into that like skin medica product. Hate to break it brands, it's the same thing. I love it.

Kari Jo 31:52

Well, tell me how. So, all my listeners, I'm sure that they have just gotten so much from this episode because I too have. So, how can my listeners find you, connect with you? Do you teach like just like ingredients or anything like that? Tell tell me our audience how we can do that.

How To Learn More From Angela

Angela Morgan 32:11

So many goals for 2026. So when I first started out, opened my business in 2022, it was myself and one other esthetician, had zero idea where this would take us. And so I was just a worker bee. I just gave facials all day, gave education, did treatments all of 2022, all of 2023, most of 2024, and then in 2025 is when I started really pulling back because I grew such an amazing team. And so, number one, I got a lot of experience. Now, not that's not as much experience as maybe you have having 20 plus years of experience, but it's it was great for me. It gave me three solid years under my belt of doing that. So now I'm at a point where I'm really trying to figure out what I want to do, right? I love educating, I love teaching, I love helping, but I'm a mom of two kids and I have 27 employees. So between my husband and my kids and my my business, I still give 100% to my business. And so, whereas I love to pop on Instagram and I'm on Instagram a lot, and I give my little two cents usually via stories. I'm not this, you know, influencer content creator. Normally my best ideas are in the shower and I have nowhere to write them down. So then I'm like, oh, I'll just remember when I get out and put it in my phone. No, I forgot about it by the time I got out of the shower. So I am trying to figure out ultimately what it is that I really, really want to do. And it's I know what I want to do. I just have to figure out a way of doing it. I do virtual consults, I don't do as many as I used to. That's a goal of 2026, getting back in and doing virtual consults with people. I usually do about an hour-long virtual consult with people, and I do, you know, three or four a day. I give a couple facials a month to some of our top clients still who have been coming to me since day one. So I still do give a couple facials. And then this year I'm starting a weekly training for my esthetician. So I have eight estheticians and then nine including myself. And so I'm just gonna take two hours every single week and we're just gonna do education and we're gonna talk about skin and we're gonna talk about ingredients, and so that's a really long-winded way of saying I'm trying to do more of that, but you can find me on Instagram at Ange LovesWhat. So A N-G loves what. I'm on there all the time, chit-chatting about all the things. But if the opportunity ever arose where somebody wanted me to come out and do education or talk about things, I absolutely would 100%.

Key Takeaways And Listener CTA

Show Closing And Program Links

Kari Jo 34:41

Yeah, yeah, I love that. I was just gonna say, like, when you're like doing this training with the place, I was gonna be like, can you like live stream that? So, like we'll just all jump in on that meeting with your you know, like I love that. Well, you are amazing. That was, I feel like I got so much from that episode. So I know other people did too. You were a world of information on ingredients, which is so lacking. And so thank you for going out there and doing that and coming on the podcast. And hopefully we can have you back again. And maybe, guys, if you're listening to this episode, go send me a message about what you want to know next so that we can make another plan to bring her on so you guys can get more education. One of the biggest takeaways from today's episode is winter skin is actually not the problem, but the education is. And when you understand like what the skin actually needs, what's actually going on, your confidence is going to skyrocket. And when that does, so will your income, so will your rebooks, so will your clients coming back and trusting you more and more. That is ultimately what is going to separate aestheticians who feel stuck from aestheticians who have outcomes every single year. Hey guys, if this episode helped you see anything differently, educate you with winter skin, I want to make sure that you subscribe to this podcast, leave me a review. It helps other estheticians find conversations just like that, or just like this, right? And as always, just keep listening. I'm here to hopefully move remove any confusion you guys have phase by phase. Bye, guys.

Announcer 36:37

Thank you for listening to the Esthetician Podcast with Kari Jo Patterson. Each week, Kari brings you real-world lessons on how to grow your empire. To learn more about Kari's Fearless Prosperity Mastermind Group, one-on-one VIP coaching opportunities, and more, visit www.karijopatterson.com. That's www.kar i jopatterson.com. See you next week for more insights and strategies on the Esthetician Podcast.