Latest / Honest Esthetician Education / Building A Brand Outside Of the Treatment Room For Estheticians!

Transcript

Building A Brand Outside Of the Treatment Room For Estheticians! · Honest Esthetician Education

• 0:00
  Hi, guys.
• 0:01
  I'm with Michael Rosano on today's podcast.
• 0:04
  I'm so excited to have him on.
• 0:06
  He is a face reality and bioskin aesthetics ambassador.
• 0:09
  And he is known for his hilarious content.
• 0:12
  That's also very educational.
• 0:14
  So thank you so much for being on today's podcast.
• 0:17
  Thank you so much for having me, Victoria.
• 0:18
  I'm so excited to be here.
• 0:19
  I know I'm so excited to chat and finally meet in person.
• 0:22
  We've been internet friends forever.
• 0:24
  I know it's like fun to see each other's journey
• 0:31
  Oh, gosh.
• 0:31
  I've been an esthetician.
• 0:32
  It'll be four years this August.
• 0:34
  So this month.
• 0:34
  Oh, my gosh.
• 0:35
  Wow.
• 0:35
  And how has it been being an esthetician?
• 0:38
  Like, have you learned so much throughout the years?
• 0:42
  It's been amazing.
• 0:43
  I got into the industry because I had skin struggles of my own, as most of us do.
• 0:47
  Yeah.
• 0:48
  And I fell in love with skincare.
• 0:49
  And I'd always been passionate about skincare, but I struggled a lot with acne.
• 0:52
  And the 10-step routine that I was using wasn't working.
• 0:55
  Wow.
• 0:56
  So I wanted to have an education and get the knowledge of what is going to work.
• 1:01
  And I just fell in love with aesthetics.
• 1:03
  And I've learned so much.
• 1:05
  And now I feel confident in my own skin, which feels great.
• 1:07
  But now I get to share that knowledge with other people that are concerned about their skin concerns and really help them out with their skin concerns.
• 1:12
  Yeah.
• 1:13
  I'm so curious.
• 1:13
  What did you start with when you were dealing with acne yourself?
• 1:17
  So my mother had me on Proactiv, which was scary because it was a three-step system of Actives with no sunscreen.
• 1:24
  So I'm still healing my skin barrier for this day from this day, it feels like.
• 1:29
  So Proactiv was what I was using initially.
• 1:31
  And then when I was in my early 20s, I was using Glossier.
• 1:34
  I was using Retinol, but like jumped right into using Retinol.
• 1:36
  So I just didn't have...
• 1:38
  the knowledge and I was just, you know, putting everything on my skin and figuring that if I was using all these actives that it would just go away.
• 1:44
  And obviously we know that, you know, barrier repair is really, really important.
• 1:48
  So, um, that was what I started with, but now I use so many other things, um, and a lot of barrier repairing and things that are for my skin.
• 1:56
  And what did you use to really clear your acne then?
• 2:00
  I would say when I figured out the balance between using benzoyl peroxide and retinol, but with the barrier-pair ingredients like beta-glucan and ceramides and hyaluronic acid, that was when it really started to change for me.
• 2:13
  And it wasn't irritated.
• 2:14
  It wasn't inflamed anymore.
• 2:15
  It was just healthy and how I wanted it to be.
• 2:18
  I know.
• 2:18
  It's all about healthy, hydrated skin.
• 2:20
  I remember compromising my skin barrier because I thought I had to have a 10-step routine and I was ripping my skin off.
• 2:27
  And your skin's like, what's going on?
• 2:28
  Because it's a tense type of actives and you're like...
• 2:30
  Exactly.
• 2:31
  And so from you struggling with acne, you went to esthetician school, I'm assuming.
• 2:37
  How soon was it that you cleared your skin and then you went into aesthetic school?
• 2:41
  So I had figured out my skin kind of for the most part, like a couple months into aesthetic school.
• 2:48
  But even after I graduated, there was still something missing.
• 2:50
  And it wasn't until I got the face reality education and learned more about how diet and lifestyle factors really contribute to clearing your skin long term that I...
• 3:00
  felt like I had like consistent skin that wasn't, you know, breaking out all the time, if that makes sense, because I would like get it clear and then it would start all over again.
• 3:07
  And I think it was because I wasn't taking diet and lifestyle into play.
• 3:10
  Yeah.
• 3:10
  What diet and lifestyle factors were a big factor for you?
• 3:14
  Definitely not having like good diet.
• 3:17
  a good gym routine.
• 3:18
  Like I wouldn't shower right away after I worked out, embarrassed to say, and I wouldn't like cleanse my face right away after.
• 3:24
  I also was really big into like whey protein and like biotin supplements were in every energy drink that I consumed, which I, this is bad, but I consumed like two to three energy drinks a week before I started working retail.
• 3:36
  I was, before I started working in aesthetics, I worked at retail management.
• 3:40
  Yeah.
• 3:40
  And so I drank a lot more caffeine than I wanted to because we had like floor sets and stuff overnight.
• 3:45
  So it was just a lot of,
• 3:47
  A lot of bad stuff I was putting in my body internally that was causing all this inflammation.
• 3:50
  Yeah.
• 3:51
  And so you learned that through Face Realities program and going through the whole acne boot camp education, right?
• 3:58
  Yeah, absolutely.
• 3:59
  And how would you say that impacted your education when it came to aesthetics?
• 4:04
  I think that I was so quick to lean on like ingredients and I thought that like using the right ingredients when I figured out what that was, was like the end all be all for clearing skin.
• 4:14
  That this other realm of like what it takes to get your skin clear and introducing those diet and lifestyle changes like really changed the game and everything.
• 4:21
  And it gave me that knowledge that like a holistic approach is a long term solution for clearing acne and medications and even like ingredients on their own.
• 4:30
  Without that can just be like a bandaid where it needs to be that whole picture to clear it long term.
• 4:34
  Yeah, I completely agree.
• 4:36
  And what are your favorite ingredients for acne?
• 4:39
  For acne, I love benzoyl peroxide.
• 4:41
  I am definitely benzoyl peroxide girly when it's used correctly.
• 4:44
  I know you love your mandelic acid.
• 4:47
  I love my mandelic acid.
• 4:48
  And mandelic acid still, like, I feel like it's getting more popular for, like, the consumers that aren't, you know, educated like we are in the industry.
• 4:56
  But it's still not as popular as I think it should be.
• 4:58
  We're still, clients are still coming in and they're using the glycolics and the salicylics and the lactics, but they're still not using the mandelics.
• 5:04
  Yes.
• 5:05
  And then, of course, the barrier-pairing ingredients, the beta-glucan, the ceramides.
• 5:11
  What else is anti-inflammatory?
• 5:13
  Oh, gosh.
• 5:14
  Yes.
• 5:15
  Like, THD, like vitamin C, that's good.
• 5:17
  Yeah, I know.
• 5:18
  And I think that a lot of, for me personally, I love mandelic, as you know.
• 5:22
  I love benzoyl peroxide as well.
• 5:24
  Are there any other ingredients that you love in the treatment room as far as ingredients?
• 5:28
  I guess home care products.
• 5:30
  Yeah.
• 5:30
  Home care products.
• 5:31
  Yeah.
• 5:32
  Like specific products.
• 5:33
  Yeah.
• 5:33
  I, for, I guess you'd say for when you're going through your program with your clients, what are the most ingredients that you treat acne with?
• 5:42
  So you have your mandelic, your glycolic, you know, things, retinol.
• 5:47
  Yeah.
• 5:47
  So what is your favorite?
• 5:48
  Yeah, I love retinol for more like non inflamed acne.
• 5:51
  Yeah, I like it for like popular pustular rosacea or non inflamed acne to glycolics for like really stubborn, non inflamed can be really, really great, too.
• 6:00
  But I've definitely learned in the treatment room, like if something is it's typically like the non inflamed acne that doesn't respond and the inflammation responds the quickest.
• 6:08
  So when I'm when it's not responding is when I'll kind of reach for like my salicylics or my glycolics or even like my retinoids.
• 6:14
  And how long do you typically give a client for the purging process when it's non-inflamed?
• 6:19
  When it's non-inflamed?
• 6:22
  Ideally, I like to set the expectation of like... That's a good question because it really is different for everybody.
• 6:27
  It's different for everyone.
• 6:29
  Most of my clients will typically purge for like...
• 6:32
  two to eight weeks on average but i did have a client that purged for six months and i was so thankful that she like stuck with the routine because it was honestly frustrating for the both of us and it's like it's it's almost uncomfortable like clients coming in and they're paying for treatments and they're not getting the results they want but i'm so happy that she stuck it out and
• 6:49
  I know our clients trust is everything.
• 6:52
  And I, that's why I asked you is because I feel like obviously inflamed clears so fast, but when it comes to non-inflamed, I feel like there's not a lot of expectations in the industry.
• 7:01
  I think that we show our before and afters and it's like, no, non-inflamed takes forever to clear.
• 7:07
  And I just, me personally, I love mandalic, like colic in the treatment room.
• 7:11
  And I love to hear other people's perspective of what they bring into the treatment room with their home care and the clients.
• 7:16
  Cause as we know, home care is so important.
• 7:18
  Yes.
• 7:19
  It's the most important part because they're doing that every single day.
• 7:21
  Absolutely.
• 7:22
  Yeah.
• 7:22
  And how do you educate from Instagram?
• 7:25
  Do you feel like a lot of your clients learn from Instagram in the treatment room?
• 7:28
  Yeah, I think so.
• 7:29
  I think that...
• 7:31
  I think when you're setting expectations with clients, it's so important to educate them too.
• 7:34
  And I know at least in the beginning when I was first licensed, it almost felt like, well, I almost assumed that they didn't care so much when they actually care a lot.
• 7:42
  And I feel like that education is what builds their trust.
• 7:45
  But I do find that even the educational reels and the educational content, I feel like that gains a lot of trust from clients that are potential clients yet and helps them bring them in because they're like, oh, hey, this guy kind of sounds like he knows what he's talking about.
• 7:58
  I feel like I could trust him.
• 8:00
  Yeah, I know.
• 8:01
  I feel like that's our first impression.
• 8:02
  I always say Instagram's like your digital storefront because it's what their first impressions are you and how they gain trust to book that first appointment with you.
• 8:09
  Yes.
• 8:10
  Now, how do you get inspiration for your Instagram?
• 8:13
  Yeah, I think following other peers in the industry, because I feel like there's so much knowledge and education out there.
• 8:20
  I know like some like.
• 8:22
  social media marketing professionals.
• 8:24
  I don't exactly know what I'm going to call their title, but people that like work in marketing, they say like, don't follow peers in your industry, follow like potential clients because then your algorithm is going to get thrown off.
• 8:34
  You're following other estheticians.
• 8:36
  But I honestly think there's so much more to gain when you're following your peers in industry from like an education and then like inspiration standpoint that I think it's almost worth more to follow your peers.
• 8:46
  But I get so much inspiration from following peers, even people in like similar industries.
• 8:51
  Like, yeah.
• 8:52
  hairstylists or injectors or dermatologists like I feel like there's so much similarity in what we do as far as like from a client perspective and in like an educational perspective that I think that I gain a lot of inspiration to from people in similar industries yeah and what is the biggest feedback that you hear from clients that find you on Instagram
• 9:10
  I would say definitely, like, the before and afters that I posted have helped.
• 9:15
  But they're all really honestly impressed with, like, the knowledge and the education and the passion.
• 9:20
  Like, I feel like passion is definitely, like, super important when your clients see how passionate you are.
• 9:26
  They know that, like, okay, like, he's going to be a huge support system.
• 9:30
  Like, he's not.
• 9:31
  He's going to care about me.
• 9:32
  Yeah.
• 9:33
  When clients can feel that you're caring about them, they feel more confident, they trust you more.
• 9:37
  And I feel like passion, it just like bleeds into that comfort.
• 9:41
  I completely agree.
• 9:42
  And for you, you work in a plastic surgeon's office.
• 9:45
  I talk to a lot of solo estheticians.
• 9:47
  So I want to hear about your journey with that and how it's been and what you would just recommend.
• 9:52
  So the first question I'd be is how what how did you start at a plastic surgeon's office?
• 9:57
  So I started out of plastic surgeons.
• 9:58
  I was actually right away when I got out of school.
• 10:01
  I was like, I want to work at a med spa.
• 10:03
  That is the only thing I want to do.
• 10:04
  But like without experience, a lot of med spas won't really take you.
• 10:08
  So it's a tough pill to swallow.
• 10:10
  But I was like, OK, you know what?
• 10:10
  I started that hand in stone.
• 10:12
  And the thing that I got from hand in stone and a lot of corporate companies, if anyone is a new esthetician starting out, is those corporate companies, they might not be like a long term.
• 10:22
  like workplace for you or where you want your career to go but they have a lot of good education because um corporate companies like they have a by the book continued education so i learned a lot more on like product knowledge ingredients even like massage movements that i didn't necessarily get in school and so once i kind of like
• 10:39
  took that information.
• 10:39
  I went to another salon that gave me more freedom with like the services that I could offer because the one thing about corporate companies is you don't have a lot of flexibility with the services that you want to offer because it's pretty much consistent across the board since it's a corporate company.
• 10:53
  Yeah.
• 10:54
  But I was posting on Instagram at my second job a lot and then I got the attention of the plastic surgeon that I work for now.
• 11:01
  So he...
• 11:03
  was opening up a practice four and a half hours south of where I lived in upstate New York.
• 11:06
  And now I'm in Philadelphia, Pennsylvania.
• 11:08
  And so, you know, a year ish into my career, I got this opportunity that I couldn't say no to, and ultimately got to, you know, work in my med spa space.
• 11:17
  Yeah, that's amazing.
• 11:18
  I actually my first job was at Massage Envy.
• 11:20
  Yeah, very similar.
• 11:22
  And my first med spa job was I worked as a receptionist.
• 11:26
  So I think that there's different ways that you can push your foot in the door.
• 11:29
  It may not be like you said exactly what you want in the beginning, but there are stepping stones to where you want to be.
• 11:36
  So for you working at a plastic surgeon's office, that was a big jump for you.
• 11:39
  What was the biggest takeaway or what is the biggest thing you learned jumping from a hand in stone spa to a plastic surgeon's office?
• 11:49
  I think it was just, it was definitely more, obviously there's more flexibility in the treatments that you can offer.
• 11:54
  It was definitely more, I mean, I still offer custom facials, but it's not as much of a focus where at a hand and stone, I'm only doing custom facials, um, light chemical peels, like microdermabrasion, um, not knocking any of those treatments, but like now I get to do lasers and microneedling, um, and more corrective treatments that are a little bit scary in the beginning because the potential to like.
• 12:13
  hurt a client are a little bit more.
• 12:16
  There's a little bit more in that.
• 12:17
  So you really have to have the knowledge and understanding on like how to treat a Fitzpatrick four through six, because when you're doing a custom facial, you know, you can pretty much use anything on a Fitzpatrick four through six.
• 12:26
  But when you start playing with lasers and needling and chemical peels that are more invasive, you know, you have to kind of know how to prepare your clients for that.
• 12:33
  Yeah.
• 12:34
  Um, but I would say definitely that was a switch more flexibility in that.
• 12:38
  Um, when I took this opportunity, Dr. Spala, who I worked for, um, he allowed me to kind of like have the business owner experience without being a business owner.
• 12:48
  Like he let me pick the lines that I wanted to work with.
• 12:50
  I was honestly like, if you don't let me pick skin better science, I'm not coming.
• 12:54
  I want skin better science.
• 12:57
  I want to say, if you don't have skin better, I'm not going to.
• 13:00
  No, literally.
• 13:01
  I was like, we know Skin Better is so good.
• 13:03
  So I was like, I really want to work with Skin Better.
• 13:06
  You know, he had me have so much flexibility in, like, the lines that I wanted to get, which was exciting because I know when a lot of people are working for employers, they are sometimes frustrated with, like, not being able to get to do what they want.
• 13:17
  Or maybe they feel like their employers don't trust them to make those kind of decisions.
• 13:20
  Where I was very blessed and fortunate that Dr. Spala was like...
• 13:23
  I don't want to worry about this piece.
• 13:25
  This is a new business for me.
• 13:26
  Like, I want you to tell me what you want.
• 13:28
  And, like, I always say I didn't get to bring anything I want because, like, the air lace is expensive.
• 13:32
  Tap your spot if you're listening.
• 13:33
  I want the air lace, please.
• 13:34
  I know.
• 13:35
  Please.
• 13:35
  Hello.
• 13:36
  Please.
• 13:36
  Thank you.
• 13:37
  But I had a lot of flexibility to bring in a lot of modalities and treatments that I wanted to bring in.
• 13:42
  That is amazing.
• 13:43
  And I think that's something that estheticians should look for, right?
• 13:48
  When they're looking for somebody that's going to support them.
• 13:50
  Are there any other big factors when you're working for somebody that an esthetician should look for?
• 13:56
  I think I want to touch on, I think it's interesting or exciting that like there is so much like Derm and plastics versus esthetician on social media.
• 14:04
  And I think that's mostly like the consumer.
• 14:07
  I'm trying to think of the right words to say.
• 14:08
  I think that's on just like the people on social media that are putting our industries against each other.
• 14:13
  That makes it frustrating.
• 14:15
  that like estheticians feel insecure that like they don't have 12 years of school to a doctor.
• 14:19
  And like a lot of people on TikTok and Instagram are telling estheticians that they shouldn't feel like they can treat acne or hyperpigmentation when we know that we can.
• 14:27
  But something I want to say is like me and Dr. Spala have a really good relationship where people will like book consultations with him for like acne and hyperpigmentation.
• 14:36
  And like he'll see them and just bring them right to me.
• 14:38
  Like he won't even he won't even like really entertain the consultation.
• 14:45
  It's, it's, you know, it speaks to the fact that like even doctors in this example are telling are recommending to their clients to come see me and esthetician to treat these skin concerns.
• 14:57
  So, you know, if a doctor is recommending this, then, then we obviously can treat these skin concerns that we're being told that we can't do by other people on social media.
• 15:05
  So I think finding an employer like an MD that is open to the esthetician taking charge on what they can treat is important.
• 15:14
  No, and I think it's all about the partnership.
• 15:16
  So finding a company that can support you, it just really helped build you as a brand.
• 15:21
  I mean, even just the fact that your employer let you pick the brands that you want to carry, that says a lot itself because that helps you to excel and that helps the practice to excel.
• 15:30
  Absolutely.
• 15:31
  Yeah.
• 15:32
  So for anybody who is listening, would you say that they should start at a...
• 15:38
  at a spa or a med spa when they first start their career?
• 15:42
  I would say, I mean, I know it's different from everybody, and I honestly have so much respect for the people that have built successful businesses right after school.
• 15:49
  I mean, that's so amazing.
• 15:51
  I would say for, like, a general, like, generally, or what I would recommend is just getting, you know, at least a year or two years under your belt of experience because, you know,
• 16:00
  you're going to have so much pressure.
• 16:02
  And I don't have like the experience opening up a business like yourself or like other people in the industry.
• 16:06
  But I'm assuming that there's so many other things that you have to focus on when you're building a business from like the business standpoint that like you want to know that like your craft, you feel solid and because God forbid you have something go wrong with a patient or you don't feel 100% confident in the treatment room.
• 16:22
  That's just one other thing that you have to work on.
• 16:25
  And like as a business owner, you're going to have so many other things that you have to work on.
• 16:27
  So you want to not worry about that piece of the buzzer.
• 16:30
  I feel like because I've been, I mean, you know, getting my experience working for others in my career and then going solo, I was like, wow, there's so much to learn.
• 16:42
  I'd like to open up your own business.
• 16:44
  It's, you know, you see everything online and it, and almost, I mean, I feel like people are doing better now, but when I first opened my business, it was really glamorized.
• 16:52
  A solo esthetician was how much I made in a day or, you know, the TikToks that you see that are so exciting.
• 16:58
  And I love the inspiration with it.
• 17:00
  But oh, my gosh, there is so much that goes into it.
• 17:03
  I remember when I first opened my business, we didn't have one single client and it was so terrifying.
• 17:09
  I had nothing when I first started.
• 17:11
  So how many years?
• 17:14
  How many years did you work for someone before you made that down?
• 17:17
  Great tech five, six, seven, eight, I believe five years.
• 17:20
  Yeah.
• 17:21
  So I was an esthetician for about five years.
• 17:23
  And again, I think that getting your experience is really important.
• 17:27
  So if you, you know, a few years at least working for somebody else, I think also your touch is really important.
• 17:32
  I feel like that's something that we're trying to explore as an esthetician is like getting your hands on people, right?
• 17:37
  It's like, so important to create the perfect client experience.
• 17:41
  That makes me feel so much better that you said five years because I'm like at four years right now and people are like, when are you going solo?
• 17:46
  When are you going solo?
• 17:47
  And I'm like, I still don't feel ready.
• 17:48
  Like, what do you think?
• 17:49
  And I think that's the biggest thing is I think it's whenever you feel ready.
• 17:53
  Right.
• 17:53
  I mean, you can't force something.
• 17:55
  You can't go into it.
• 17:56
  I mean, I'm sure that.
• 17:58
  Estheticians that went solo after a year, they felt ready.
• 18:01
  And that's where it's like, I have my personal opinion on it and I've been through it, but I do believe that there is so much to learn when you open your own business.
• 18:10
  So I'm a firm believer in getting your experience hands on before you get into that.
• 18:14
  And I feel like it takes a certain person to be a business owner and like you really have to be ready to give, assuming that you feel the same way, you have to be ready to give everything to your business.
• 18:24
  You know, I still got a year left in my 20s.
• 18:25
  So I don't know if I'm there yet, but that might be a 30, a 30 year goal for me.
• 18:30
  Yeah, no.
• 18:30
  And it's it is crazy to think about like you just having to do things on your own.
• 18:35
  I mean, right now you have somebody that you can go back and forth with and say, hey, this happened with a patient.
• 18:41
  What would you recommend for that?
• 18:44
  You know, and I think it's it's nice to have other peers in the industry and it's nice to have others to.
• 18:49
  really collaborate with and hear other perspectives so you don't feel so alone in the industry?
• 18:53
  Because I feel like you can easily feel alone in this industry.
• 18:58
  So it's really important to foster those connections.
• 19:00
  Do you feel like you have a lot of connections within the industry?
• 19:03
  I do.
• 19:03
  And I'm so fortunate.
• 19:04
  I think that's why Instagram and even TikTok and these platforms are so important because...
• 19:08
  I have literally, and this sounds crazy to say, I have gotten most of my continued education from Instagram, from TikTok.
• 19:15
  I have heard about, you know, continued education opportunities to these platforms that I wouldn't have had, I wouldn't have heard.
• 19:20
  People just also make education really easy to understand because like reels are, you know, you have a minute or two to educate on this topic.
• 19:28
  So a lot of providers that are really good at educating know how to like, I don't want to say dumb it down, but like you need to speak to me like I'm 10 years old sometimes.
• 19:35
  Yes.
• 19:35
  And I feel like a lot of people on Instagram and on TikTok know how to do that.
• 19:39
  So I've learned so many things through these social platforms.
• 19:42
  Yeah.
• 19:42
  What is one piece of advice that you would give to somebody who is looking to start their Instagram and really make a name for themselves?
• 19:50
  I would say it's going to be very uncomfortable, especially in the beginning.
• 19:54
  I was, like, very tense and, like, not myself at the beginning.
• 19:57
  And it really took me, like, probably at least a year to really, like, feel comfortable with the content I was doing, feel, you know, feel confident in what I was putting out, understanding, like, what my audience wanted.
• 20:09
  Mm-hmm.
• 20:10
  but it's going to feel uncomfortable.
• 20:11
  I would say niche down.
• 20:14
  That's like the biggest thing as a business owner, as a provider, as someone that's posting content, niche down to, you know, what am I going to offer?
• 20:23
  If I want to specialize in acne, then a lot of my content should focus around acne.
• 20:26
  If I want my platform to be educational, I should probably, you know, post a lot of things that are educational.
• 20:31
  So really niching down and figuring out, you know, one or two things that you really, you know,
• 20:36
  want to get strong in and want people want people to know you for and then kind of go from there.
• 20:41
  That's great advice.
• 20:42
  I love that.
• 20:42
  And so for you, I feel like your Instagram and just you as a provider, it's social media has opened up a lot of opportunities for you.
• 20:51
  So you're a face reality.
• 20:53
  Are you an ambassador now?
• 20:54
  Are you I know I was talking to Cece.
• 20:56
  Yeah, yeah.
• 20:58
  I forgot the word she is, but she's like, I'm this now.
• 21:01
  But you're a face reality ambassador and also by a skin aesthetics.
• 21:04
  Yeah.
• 21:05
  How has that been?
• 21:06
  Just like these opportunities.
• 21:07
  Like what would you say?
• 21:09
  That's because of social media.
• 21:10
  Absolutely.
• 21:11
  I never would have imagined it go this way.
• 21:13
  And like.
• 21:14
  I kind of like it and it still gets really scary.
• 21:16
  I mean, even before this podcast, I was like, I'm nervous.
• 21:19
  I'm always nervous for podcasts, too.
• 21:21
  The nerves are good because you care and it kind of keeps you on your toes a little bit.
• 21:24
  But I never I couldn't even like do the educational reels that I could edit on Instagram.
• 21:29
  Like that took me like, you know, a year ish to like be like, OK, I could do this.
• 21:34
  Yeah.
• 21:34
  And now like I get to, you know, speak and teach for, you know, hundreds at a time.
• 21:38
  And like.
• 21:39
  It's gotten easier, but it's just it's something I never would imagine I've been able to do.
• 21:43
  And I love it.
• 21:44
  You know, it's a treatment room is, you know, where my heart is.
• 21:46
  I love to be in the treatment room.
• 21:47
  But, you know, it's fun to like get to get out a little bit and then change the scenery a little bit.
• 21:53
  So I would never have had these opportunities with social media.
• 21:56
  And I'm very thankful.
• 21:57
  That's amazing.
• 21:58
  And how has it do you get nervous every time?
• 22:00
  Every time.
• 22:01
  Every time.
• 22:01
  Actually, I have a propanadol prescription that helps to, I think it brings your heart rate down.
• 22:06
  So it makes the nerves a little bit easier to overcome.
• 22:09
  But yeah, public speaking is like, what, one of the number one fears that people have.
• 22:15
  Yeah, it's so scary.
• 22:16
  How do you get these opportunities, though?
• 22:18
  What would you say to an esthetician that's looking to have more speaking opportunities?
• 22:23
  Yeah, I would say definitely posting on social media is going to be really important because a lot of these opportunities that were given to me because I am able to, you know, attract somewhat of an audience to kind of help promote some of these like trade show educational opportunities and things like that.
• 22:39
  But even when I only had like 7000 followers, I.
• 22:43
  was like, am I delusional?
• 22:44
  But I'm just going to...
• 22:44
  I had this idea for the Clean Skin Club towels.
• 22:47
  And this is how I got my... Like a partnership with Clean Skin Club is I, you know, messaged them this idea and they were like, oh my God, we love that.
• 22:53
  Send us the reel that you want to create.
• 22:55
  And I sent it to them and then they ended up like collaborating with me and posting it.
• 22:59
  And like I ended up getting a thousand followers from that reel collaboration.
• 23:02
  And I only had 6,000 followers then.
• 23:04
  So like people would think like, you know, a brand's not going to be interested in working with you.
• 23:09
  So you go out of your way like...
• 23:11
  Don't be like you're not being delusional.
• 23:13
  Just like I would introduce yourself to these brands, even if you have smaller followings, like get your foot in the door.
• 23:18
  I don't know if you're familiar with the skin games.
• 23:20
  Yeah, it's a smaller event, but it's an international event where you know, you work on an eight week case study and then you're on.
• 23:28
  You're competing with other people that are also documenting these case studies.
• 23:32
  But I met David, who is the CEO of the U.S. distribution for Bioskin at this event when I still had a really small following.
• 23:39
  And I've kind of like grown with him and I wouldn't have never had this opportunity with Bioskin, which has honestly brought me to all these shows and given me most of these opportunities if it wasn't for putting myself out there in that skin games competition.
• 23:50
  And like.
• 23:51
  you know, doing that, like taking that next step and that is something that I might have not wanted to do.
• 23:57
  So it sounds like sometimes you have to just get past the fear and the embarrassment of just sending that first message and putting your stepping out of your comfort zone, because I feel like a lot of I mean, I see that.
• 24:10
  I hear that story and I think, wow, he thought outside of the box.
• 24:13
  And that's where I feel like a lot of estheticians.
• 24:16
  lack is that they don't think of those things that they can do that really gets that first step to open up way more opportunities for them.
• 24:25
  So I love that advice.
• 24:27
  And I love that.
• 24:29
  And a lot of these brands are rooting for smaller aestheticians.
• 24:31
  So it's like, don't let...
• 24:32
  Like, and I say smaller, like following, like you, you definitely don't need social media to like, obviously have a huge thriving business.
• 24:39
  But from like a social media aspect, a lot of these brands are rooting to like kind of find these smaller estheticians that like have a lot to give.
• 24:46
  And then, you know, you end up with an opportunity like the Clean Skin Club thing that I didn't think was going to be a thing.
• 24:51
  Yeah.
• 24:51
  You know, I ended up working out.
• 24:53
  And when you partner with brands, what is the what do you look for as an esthetician?
• 24:59
  Um, what do I look for?
• 25:00
  That's a good question.
• 25:01
  Honestly, I have to be like, be behind the brand and what they're doing.
• 25:06
  So like ethics are important to me.
• 25:08
  The product is important to me.
• 25:09
  Obviously, I'm not going to support a product that I don't believe in or that I don't think matches like what I'm trying to do in the industry and what I'm trying to achieve.
• 25:18
  Sometimes the opportunity has to be there.
• 25:20
  I mean, I'll be completely honest in saying that like,
• 25:23
  And if I stand for their ethics and their values and what they're doing in the industry.
• 25:27
  No.
• 25:27
  And I think that's so important.
• 25:28
  I have turned down so many brand deals because I didn't believe in the product.
• 25:32
  It didn't align with my audience or it didn't align with what I believe in.
• 25:36
  And I think it's really important to stay true to yourself because it's your brand that's, you know, stay at the end of the day and people are putting their trust in you.
• 25:44
  Whatever you bring on, they want to bring on.
• 25:46
  And it's so important to keep that integrity as an esthetician.
• 25:49
  Now I want to hear what you love.
• 25:51
  I see you speak a lot with Bioskin Aesthetics.
• 25:54
  I want to hear just about the company and what you love about it.
• 25:58
  Yeah, I mean, David Berg has been an amazing person.
• 26:01
  We've had a great relationship and I love him as a person.
• 26:04
  I see him with his wife and his son and he's just amazing father and husband and person all around.
• 26:11
  I do love the product.
• 26:12
  I love that, you know, it's a different formula of chemical peel than what we're existing on the industry.
• 26:18
  It's a no downtime peel with 30% trichloroacetic acid, which is something that we, you know, we're not familiar with.
• 26:23
  Yeah.
• 26:25
  You know, I have, you know, my favorites, whether it comes for treating acne and for, you know, aging and hyperpigmentation.
• 26:32
  I do like the Biorepeel more for like my age management clients.
• 26:35
  Yeah.
• 26:35
  I don't know if you do DMK enzyme therapy.
• 26:37
  I don't, but I know all about it because my peers in the industry.
• 26:41
  All over, right?
• 26:41
  I see it all over, yeah.
• 26:43
  Rachel and Tara, great estheticians, by the way.
• 26:46
  I love you, girls.
• 26:49
  It's an easy treatment to combine with other things to enhance those treatments.
• 26:53
  So I can dermaplane with it, or I can do enzyme therapy, or I can do LED with it.
• 26:58
  So there's a lot of flexibility in what I can do with it in the treatment room.
• 27:01
  But I mostly like age management and some hyperpigmentation science is what I reach very right for.
• 27:05
  So do you typically add that on with almost everything or does it kind of depend?
• 27:09
  I mean, I typically don't do like a bar repel on its own anymore.
• 27:12
  And it's like we're just looking for like a 30 minute treatment.
• 27:15
  My favorite thing about the peel is that I can combine it with so many other things.
• 27:18
  And I feel like it just makes the treatment more exciting when I can, you know, enhance it with dermalplaning or I can enhance it with enzyme therapy.
• 27:25
  So that's my favorite way to use it.
• 27:26
  Yeah.
• 27:27
  And I feel like people are always so curious to offer kind of a add on I add on with that.
• 27:32
  What is your typical, you know, cost when you're with by a repeal when you're adding it with another modality?
• 27:40
  Absolutely.
• 27:41
  So I will do it depends on guess like what the higher price point treatment is.
• 27:45
  So for example, if I'm doing like, I typically charge between $199 and $249 for a buy repeal.
• 27:51
  And then for DMK, depending if it's level one, I'll do like $225.
• 27:54
  Sorry, I have to burp.
• 27:57
  Excuse me.
• 27:59
  Sorry.
• 28:01
  It's okay.
• 28:01
  We're human.
• 28:02
  We are human.
• 28:03
  Thank you.
• 28:04
  So for level one, I do 225.
• 28:06
  And for level two, for the muscle banding, I'll do 275.
• 28:08
  So if I was going to do it with level one, I might, and I was going to charge 199 for the biorepeal, I would maybe do, you know, $50 off the biorepeal and then keep my...
• 28:17
  Level one at 225.
• 28:18
  So it would be 225 plus 149, if that makes sense.
• 28:20
  Yeah, that's great.
• 28:21
  I think it's important to add value and like to obviously if it's included, clients feel more valued and they're like, wow, this is a deal, right?
• 28:28
  Exactly.
• 28:29
  Are you able to pick your pricing?
• 28:31
  Like are you, are they, is your, is the company that you work for, are they pretty flexible with that?
• 28:35
  Yeah, it's more of a conversation that Dr. Spall and I will have, but we know as businesses that the area we take into consideration and then what is the company recommending as a price point, what is our clientele comfortable spending, and then we ultimately come up with
• 28:51
  Yeah, because I feel like every every state is different.
• 28:54
  And so some people ask me, they're like, hey, what do you charge?
• 28:57
  And I'm like, well, this is what I charge.
• 28:59
  Yeah, look at, you know, your demographics and everything that goes together because I can't tell you a price.
• 29:03
  But it's good to get a good ballpark of what everybody else is charging.
• 29:07
  Now, you obviously travel a lot.
• 29:09
  What does it look like being an ambassador for these companies?
• 29:13
  It's, you know, it's great.
• 29:15
  You get to it's mostly teaching opportunities.
• 29:17
  I mean, they want to see obviously you're posting the product on your social platform.
• 29:21
  But when you say traveling, it's definitely teaching opportunities, you know, kind of.
• 29:27
  helping to gain traffic and like attention to these educational opportunities, presentations.
• 29:33
  I'll like work the booth with BioRepeal a lot or BioSkin.
• 29:37
  See if I do it too.
• 29:38
  I'll work the booth with BioSkin a lot.
• 29:40
  So I'll help do like demos at the booth when we're doing trade shows and stuff like that.
• 29:44
  I'm actually here to do a master class with BioSkin as well.
• 29:47
  So we're going to do, you know, seven hours of BioSkin education and not just focusing on the BioRepeal, but other products that we offer.
• 29:53
  Mm-hmm.
• 29:54
  Um, so a lot of educational and, and, and social marketing opportunities.
• 29:58
  I love that.
• 29:58
  And has, I'm assuming you've been able to connect and meet so many other institutions.
• 30:03
  Is that a big part of it as well?
• 30:05
  Absolutely.
• 30:05
  And I get a lot of free education, which I'm not trying to brag about, but like free education sign me up, which is the best thing about coming to all these events that I get to go to is there's so much education, these events as well.
• 30:15
  And do you feel like the brands really build you and support you?
• 30:18
  Absolutely.
• 30:19
  I think this has definitely taken my career as an esthetician to the next step.
• 30:23
  And and just honestly, like these teaching opportunities and all this continued education that I'm getting have made me more confident in the treatment room, which has made me a better provider for my assets or for my estheticians, for my client.
• 30:33
  Yes, I get what you were saying.
• 30:36
  That's so awesome.
• 30:37
  And as far as, like, your funny content, would you say that?
• 30:40
  That's, like, what is your favorite?
• 30:42
  Like, how do you get inspiration for that?
• 30:44
  Like, are you just naturally a funny human being, I'm assuming?
• 30:47
  I am.
• 30:48
  I do have to say I have to make things a little bit more appropriate for when I'm on social media.
• 30:51
  I do have an inappropriate sense of humor.
• 30:54
  But, yeah, I mean, I've always just loved to make people laugh.
• 30:58
  I've always, like, been super silly.
• 31:01
  And, like, when I got over that hurdle of, like,
• 31:03
  getting comfortable with being uncomfortable on my platform.
• 31:05
  I was just like, I'm just going to be super silly.
• 31:07
  And I just got like a great response from it, which I was like, oh, I'm going to keep give the people they want.
• 31:12
  And so, yeah, I just I'm super silly and I love to be super silly.
• 31:16
  And I love that my boss hasn't fired me yet.
• 31:18
  So I haven't posted anything too inappropriate.
• 31:21
  But do you ever think about that when you post?
• 31:23
  Are you like, oh, is this a little like on the edge or a little bit?
• 31:26
  I don't know if you're familiar with my neck, my back song, but I did do a reel with that.
• 31:30
  And.
• 31:31
  My boss is super supportive.
• 31:32
  So wait, that's so funny.
• 31:36
  It's so funny because I always see like within like one minute, there's like 10 estheticians commenting laughing faces on all of your content.
• 31:42
  I'm like saying his core audience is strong.
• 31:46
  Do you feel like you have a pretty good base of a loyal following?
• 31:51
  I do.
• 31:52
  I do.
• 31:52
  And I'm very blessed.
• 31:53
  I do.
• 31:53
  I feel like I...
• 31:54
  I'm very engaged with my audience.
• 31:56
  I think engagement is really, really important.
• 31:57
  You know, respond to your comments, engage with your platform, engage with your audience.
• 32:02
  And that will make them feel like they have that personal connection with you and they'll root for you.
• 32:06
  And that's that's, you know, that's what building a successful platform is all about.
• 32:09
  Yeah.
• 32:10
  And it's very authentic and who you are and how you can bring that to your own platform.
• 32:15
  Now, what are your goals as an esthetician?
• 32:18
  I know you're four years into it.
• 32:20
  So what do you see yourself being in a few years?
• 32:24
  Um, I would like to continue with honestly what I'm doing.
• 32:27
  Um, I, you know, I'm really happy with where my clientele is, but I want to, you know, grow that even more.
• 32:33
  I'm not on a wait list.
• 32:34
  I want to get on a wait list eventually.
• 32:35
  Um, I want to, you know, keep hopefully getting these opportunities to work with more brands and, um, and being able to just inspire the community and continue to do what I'm doing.
• 32:47
  Yeah.
• 32:48
  Do you want to have more lasers, possibly?
• 32:50
  Aerolase?
• 32:50
  Aerolase.
• 32:51
  Yes.
• 32:52
  I want aerolase so bad, too.
• 32:54
  It's like a future goal of mine as well.
• 32:56
  Yeah.
• 32:57
  Do you love lasers?
• 32:57
  I do.
• 32:58
  I honestly want to get more education in lasers.
• 33:01
  I actually was looking at, did you go to the National Laser Institute here?
• 33:04
  I did.
• 33:04
  Yeah.
• 33:05
  You did?
• 33:05
  Did you like it?
• 33:05
  Is that what you're thinking of?
• 33:06
  I'm thinking there's not a lot of good laser education.
• 33:10
  I went to SAA, Laser Institute.
• 33:12
  What's that one?
• 33:13
  I was stuck on it.
• 33:14
  I think it's in Mesa.
• 33:15
  Here in Arizona, it is such a great school.
• 33:17
  How long is the course?
• 33:19
  It was two days.
• 33:20
  Okay.
• 33:20
  Yeah.
• 33:21
  And I'm not sure if every state is different, though.
• 33:23
  So I feel like you would have to look at your state's requirements.
• 33:27
  I know that Arizona had a very specific...
• 33:30
  amount of hours and check marks that you had to get your education is good here right and it's like there's so many estheticians in arizona and i'm very thankful for opening up my business here i mean obviously there's so many faces i don't even think like competition's a thing but man the industry is booming out here i feel like california
• 33:50
  Arizona, even Texas is huge.
• 33:53
  Texas and like Utah.
• 33:54
  I hear a lot about Utah as well.
• 33:55
  Yes, Utah and then even Florida.
• 33:56
  I feel like Florida has a really good aesthetics industry when I lived there at least.
• 34:00
  I'm surprised.
• 34:01
  I did my training in New York, which it wasn't bad, but like it was only 600 hours and like there's no like master.
• 34:07
  Do you have master aesthetics in Arizona?
• 34:09
  No, that's Utah.
• 34:09
  Utah does, yeah.
• 34:10
  But we don't have like a lot of like continued education opportunities like that, whereas like...
• 34:16
  From what we just talked about, over here, it seems like there's a lot more education requirement, which I'm kind of jealous of.
• 34:22
  I know.
• 34:23
  I will say, Arizona, Penrose Academy, I believe, they taught on Hydrofacial Skin Pen Microneedling.
• 34:30
  I saw that.
• 34:31
  I was like, what?
• 34:32
  My Hydrofacial Machine, no offense to my school if you're watching, but it was not a Hydrofacial.
• 34:37
  It was a background.
• 34:38
  Yeah.
• 34:39
  Yeah, I feel like that is so sad.
• 34:44
  And I'm happy that anybody who has gotten advanced education, but I felt like I learned the bare minimum in aesthetic school.
• 34:51
  And I was actually pregnant at the time, so I didn't even get to receive chemical peels.
• 34:55
  I was definitely on the it was very unfortunate.
• 34:58
  But I mean, going to school, everybody, I just felt like it was just the basics and everyone was just there to pass the state board.
• 35:06
  Yep.
• 35:06
  Yeah.
• 35:07
  That's what they taught us.
• 35:08
  That was what they taught us.
• 35:09
  We I mean, my class complained all the time about like the lack of education that we were getting.
• 35:14
  And the school quite literally told us like you are here to pass the state boards.
• 35:18
  And you have to if you're in aesthetic school and you're feeling insecure about the knowledge you're getting, you really learn when you're in the field.
• 35:25
  Yes.
• 35:26
  And so you really have to seek out those continued educational opportunities.
• 35:29
  It's so true.
• 35:30
  And that's why if I wouldn't have worked at Massage Envy and a few med spas before I went solo, I truly feel like I would not be where I am today.
• 35:38
  And that's just me.
• 35:39
  I'm so thankful for all the mentorship opportunities that I've had just working with other peers in the industry and having and now I have lifelong, you know, peers in the industry that I can ask questions to and really connect with.
• 35:51
  And I think that's so important when you're in the industry is if you don't have that, try to get that, you know, like try to reach out to people and
• 35:57
  that's why I try to be a resource for other estheticians in the industry, but it is so important.
• 36:01
  I mean, working for somebody else and then getting your foot in the door, think of those ways work as a receptionist, right?
• 36:07
  Like what you got to do.
• 36:08
  Our industry is booming.
• 36:09
  I feel like I actually, Savannah said this on our podcast recently where it's like people wanted to be a yoga instructor and now like everybody wants to be an esthetician.
• 36:16
  So you really have to like, what are you going to offer?
• 36:20
  What knowledge do you have?
• 36:21
  You really have to put yourself out there and like
• 36:24
  do more.
• 36:24
  I mean, it's like, I mean, I don't mind, you know, doing all this extra work.
• 36:28
  I love it as you do too.
• 36:29
  But you really like have to kind of go all out to like make this industry work for you.
• 36:33
  Yeah.
• 36:34
  And I think that's where a lot of people kind of just see it from the outside.
• 36:37
  But I don't know about you, but I spend so much of my time creating content and
• 36:43
  just learning more and just making sure I'm always a sponge.
• 36:48
  Like I really am just constantly 24 seven.
• 36:51
  I mean, it's not just like I post, I move on with my life.
• 36:53
  It's you have to think outside of the box.
• 36:55
  You have to think strategically for your business for it to grow.
• 36:59
  And it takes a lot of work.
• 37:00
  It does.
• 37:00
  It's a lot of work.
• 37:01
  Yeah.
• 37:01
  But it's fun and it makes you feel it's so rewarding.
• 37:05
  But it is.
• 37:05
  It's a lot of work if you want to make this industry work out for you.
• 37:08
  Absolutely.
• 37:08
  And if you had one piece of advice for an esthetician who's just starting out and ready to get on their feet, what would it be?
• 37:17
  That is a really good question.
• 37:18
  I mean, kind of to your point, be a sponge.
• 37:20
  I would say be open-minded.
• 37:24
  Like I said, I was very fixed mindset when I was like, I want to work at a med spa.
• 37:27
  That's all I want to do.
• 37:28
  And outside of Instagram, like I mentioned, having all this good continued education.
• 37:32
  Hannah, the education I got through Dermalogica and Clarity RX at Hannah's own was the best education I received because a lot of it was in person.
• 37:40
  And it made me such a comfortable provider.
• 37:42
  So in the beginning, be open minded, you know, do everything you can to get your foot in the door, do everything you can to like, work on clients, learn as much as you can.
• 37:51
  Because knowledge is a power and experience is power and you need to be open minded to to.
• 37:57
  to get those opportunities that you want down the road that you might not be able to get in the beginning.
• 38:01
  Well, thank you so much.
• 38:02
  You are extremely knowledgeable and such a pleasure to have on the podcast today.
• 38:06
  Where can people find you on Instagram?
• 38:08
  Instagram.
• 38:09
  I'm on TikTok too, but I'm really bad at TikTok.
• 38:10
  So Instagram, Michael Rosano skin.
• 38:12
  I mean, that's really all you can find me.
• 38:15
  And then if you're in Philadelphia, I am in Northern Liberties in the Target parking lot on Fifth and Spring Garden.
• 38:21
  So come see me.
• 38:21
  Oh my gosh.
• 38:22
  I'll come visit you and then I'll have a Target run after.
• 38:24
  Target's my favorite.
• 38:25
  It's dangerous.
• 38:26
  I know.
• 38:26
  I'm sure.
• 38:27
  I spend all my money.
• 38:27
  Oh, it's every day.
• 38:29
  It's bad.
• 38:30
  I feel like every person, every girl's in love with Target.
• 38:33
  It's a toxic trait.
• 38:34
  Well, thank you so much for being on the podcast.
• 38:36
  Thank you so much for having me.
• 38:36
  It was such a pleasure.
• 38:38
  And make sure you like, comment, and subscribe.
• 38:40
  And we'll see you in the next video.
• 38:41
  See you guys.