InTouch with Terri

From Success to Scaling: Why successful practices still need help

How One Practice Grew EBITDA by 300% with Expert Consulting Guest: Lisa Lickstein — Award-Winning Practice Owner & Visionary Leader Host: Terri Ross, Founder & CEO of Terri Ross Consulting Guest Spotlight: Lisa Lickstein, MSW, MBA Co-owner, Lickstein Plastic Surgery & Medical Spa Founder, Women in Business Mentorship Academy Certified Coach + Speaker in Unreasonable Hospitality Lisa Lickstein is the co-owner of Lickstein Plastic Surgery and Medical Spa, with two locations in South Florida and a thriving team of 40. With dual degrees in social work and finance, Lisa brings a rare mix of emotional intelligence and business acumen to her leadership. Their practice was recently named 2024 Business of the Year by the Palm Beach North Chamber of Commerce — but even with that level of success, Lisa knew something had to shift behind the scenes and she was not above seeking out expert help from TRC. Episode Overview: In this transparent and insightful episode, Lisa opens up about the real challenges aesthetic practices face as they grow — especially when rapid success exposes operational blind spots. She shares: * How a failed acquisition deal became a turning point. * Why the non-surgical side of their practice needed TRC's expertise. * The tension between managing day-to-day operations and planning for scale. * And ultimately, why she chose to work with Terri Ross Consulting to course-correct and accelerate growth. Lisa and Terri dive into the mindset shift that must happen when a practice is struggling or outgrows its existing systems — and how expert consulting gave her the tools, clarity, and partnership she needed to align both sides of the business for future success. Key Takeaways: * Success Without Strategy Creates Stagnation Even top-tier practices with strong culture and revenue can stall if they're not built for scale. Lisa shares how, despite earning just over 8 figures annually, her practice had room to grow — and needed expert guidance to help her achieve this * Leadership Doesn't Mean Doing It Alone Lisa reveals the decision to seek outside help wasn't a weakness, but a strategic strength. Working with TRC signaled to her team, partners, and potential buyers that she was serious about intentional growth. * Realized 300% ROI from TRC on EBITDA Growth, Realigned Teams, and a Profitable Exit Through TRC's Business Evaluation and ongoing consulting, The Medical Spa team at Lickstein Plastic Surgery saw EBITDA increase by $300,000 – a massive 300% return on their investment with TRC — while realigning internal teams, improving treatment planning, and setting the foundation for a major acquisition. * Collaboration, Not Replacement Lisa applauds TRC's collaborative approach — working seamlessly with existing consultants and ensuring every partner brought their best to the table. * The Emotional Side of Business Describing the consulting experience as "business therapy," Lisa shares how TRC helped restore balance between the surgical and non-surgical sides of the practice — keeping both teams valued and aligned. The Results: * 💰 300% ROI on TRC fees seen in $300,000 EBITDA growth in one year * 🤝 Successful acquisition secured * 🧠 Continued partnership with TRC for long-term scalability * 💬 Elevated communication, treatment planning, and leadership Lisa's Message to Other Practice Owners: "If your practice isn't doing well — you need to hire Terri and her team If your practice is doing well — you still need to hire Terri and her team You can't lead the growth and scaling of every part of your business alone or without expert help, so why would you want to? Ready to invest in growth — not guess at it? TRC and her team have proven results, and a combined 120 years of experience scaling aesthetic practices. If you are ready for real change and next level growth but you're stuck in the weeds or unsure what's holding you back, the TRC Business Evaluation is your starting point. Ask yourself can you afford not to? 📩 DM "EVALUATE" or visit Terri's Website [https://terrirossconsulting.com/] to learn more about how we've helped hundreds of practices grow with real results.

Mastering Objection Handling: Transform Challenges into Sales Opportunities

InTouch with Terri is brought to you by Podium [https://www.podium.com/trc/]: Podium is a platform providing AI-powered communication solutions for lead conversion and patient retention. In Touch with Terri listeners get their first month of Podium free CLICK HERE. [https://www.podium.com/trc/] Be sure to tune into the full conversation to uncover detailed insights into transforming your aesthetic practice by leveraging patient retention strategies. Subscribe for more episodes and stay informed about the latest developments and strategies in the industry Get InTouch with Terri! * Terri Ross Website: Click Here [https://terrirossconsulting.com/] * Terri Ross Patreon: Business and Sales Mentorship [https://www.patreon.com/TerriRossConsulting] * 4S Summit Info: For more details, look up 4S Summit to understand its role in providing strategic business consulting in the aesthetics industry https://4ssummit.com/ [https://4ssummit.com/] Terri Ross is a renowned expert in the aesthetic industry, specializing in sales training, strategic growth consulting, and business transformation. As an accomplished author and international speaker, Terri has dedicated over two decades to elevating businesses in the aesthetic field with a ground-up approach focused on sustainability, profitability, and scalability. Her experience is rooted in working with Fortune 500 companies like Medicis and Zeltique, where she developed a deep understanding of market dynamics and strategic sales methodologies. Episode Notes: In this engaging episode of "In Touch with Terri," host Terri Ross delves into one of the most crucial yet often dreaded aspects of sales: Objection Handling. As we approach Q4, she seeks to empower medical providers with the tools to turn objections into opportunities and ultimately drive revenue growth. With Terri's extensive background in sales training, this episode is packed with actionable insights designed to transform how you approach and handle objections, ensuring that sales feel less like a daunting task and more like an opportunity for connection. Terri outlines a proven framework for mastering objection handling, emphasized by key points such as the importance of conveying value over price and understanding objections as signals rather than rejections. She explains that effective objection handling can significantly boost patient conversions, potentially increasing revenue by 30% to 64%. With real-world success stories from clients like Dr. Renee Burke and Skin Click, Terri showcases the power of implementing strategic objection handling techniques to enhance patient trust and increase sales success. By drawing on her own experiences and methodologies, Terri provides listeners with a detailed roadmap for refining their consultation processes and strengthening patient relationships. Key Takeaways: * Objections Signal Opportunity: Objections are not rejections but signals that the full value hasn't been communicated. * Value over Price: Convey the true value of services to overcome price objections, echoing the sentiment that "price is what you pay; value is what you get." * Framework for Handling Objections: Terri introduces the "LAYER" model (Listen, Acknowledge, Explore, and Respond) for effectively addressing patient concerns. * Training and Adaptation: Investing in consistent sales training and adapting to patients' emotional needs is key for medical practices to thrive. * Data-Driven Approach: Practices should measure current conversion rates and aim for growth through refined sales techniques.

Top 10 Tips to Finish Q4 Strong and Prepare for 2026

InTouch with Terri is brought to you by Podium [https://www.podium.com/trc/]: Podium is a platform providing AI-powered communication solutions for lead conversion and patient retention. In Touch with Terri listeners get their first month of Podium free CLICK HERE. [https://www.podium.com/trc/] Be sure to tune into the full conversation to uncover detailed insights into transforming your aesthetic practice by leveraging patient retention strategies. Subscribe for more episodes and stay informed about the latest developments and strategies in the industry Get InTouch with Terri! * Terri Ross Website: Click Here [https://terrirossconsulting.com/] * Terri Ross Patreon: Business and Sales Mentorship [https://www.patreon.com/TerriRossConsulting] * 4S Summit Info: For more details, look up 4S Summit to understand its role in providing strategic business consulting in the aesthetics industry https://4ssummit.com/ [https://4ssummit.com/] Terri Ross is a renowned expert in the aesthetic industry, specializing in sales training, strategic growth consulting, and business transformation. As an accomplished author and international speaker, Terri has dedicated over two decades to elevating businesses in the aesthetic field with a ground-up approach focused on sustainability, profitability, and scalability. Her experience is rooted in working with Fortune 500 companies like Medicis and Zeltique, where she developed a deep understanding of market dynamics and strategic sales methodologies. Episode Summary: Welcome to another engaging episode of "In Touch with Terri," hosted by the dynamic and knowledgeable Terri Ross. This episode, released after a brief hiatus, dives deep into strategic insights that aim to empower listeners in the medical aesthetics industry to finish the current year strong and prepare for a successful 2026. Terri Ross, revered for her extensive experience and expertise, guides listeners through essential strategies, emphasizing KPIs, team alignment, and strategic planning. As the medical aesthetics industry faces challenges like retention declines and revenue pressures, Terri offers a roadmap to optimization and profitability. In this detailed episode, she addresses critical performance indicators that drive practice success and importance of continuous training to bridge the gap between current standings and desired goals. Further, Terri delves into innovative strategies like leveraging gift cards, optimizing scheduling, and planning for the upcoming year. This episode is a must-listen for those wanting to gain actionable insights and boost their practice's performance. Key Takeaways: * Key Performance Indicators (KPIs): Understanding and refocusing on the top KPIs is crucial, as they tell a comprehensive story about your practice's health and areas of improvement. * Team Training and Alignment: Investment in training is not an expense but an asset. It helps build a strong team capable of achieving higher conversion rates and profitability. * Expense Optimization: Regular audits and optimizations of expenses, from marketing to payroll, can enhance financial health and ensure resources are aligned with strategic goals. * Strategic Planning: Proactive planning and budgeting for 2026, including marketing strategies and revenue projections, are vital for sustained growth and competitive advantage. * Client Engagement Strategies: Implementing systems like pre-booking appointments can significantly bolster Q1 revenues by ensuring early-year momentum.

Raising Standards and Safety in the Medical Aesthetics Industry

InTouch with Terri is brought to you by Podium [https://www.podium.com/trc/]: Podium is a platform providing AI-powered communication solutions for lead conversion and patient retention. In Touch with Terri listeners get their first month of Podium free CLICK HERE. [https://www.podium.com/trc/] Be sure to tune into the full conversation to uncover detailed insights into transforming your aesthetic practice by leveraging patient retention strategies. Subscribe for more episodes and stay informed about the latest developments and strategies in the industry Get InTouch with Terri! * Terri Ross Website: Click Here [https://terrirossconsulting.com/] * Terri Ross Patreon: Business and Sales Mentorship [https://www.patreon.com/TerriRossConsulting] * 4S Summit Info: For more details, look up 4S Summit to understand its role in providing strategic business consulting in the aesthetics industry https://4ssummit.com/ [https://4ssummit.com/] Terri Ross is a renowned expert in the aesthetic industry, specializing in sales training, strategic growth consulting, and business transformation. As an accomplished author and international speaker, Terri has dedicated over two decades to elevating businesses in the aesthetic field with a ground-up approach focused on sustainability, profitability, and scalability. Her experience is rooted in working with Fortune 500 companies like Medicis and Zeltique, where she developed a deep understanding of market dynamics and strategic sales methodologies. Episode Summary: In this eye-opening episode of "In Touch with Terri," Terri Ross delves deep into the regulatory challenges and safety concerns facing the medical aesthetics industry, particularly med spas. Following a revelatory segment by John Oliver, Terri is prompted to address the misconceptions and dangers lurking in unregulated med spa operations which often mask as credible medical establishments. With nearly two decades of experience, she advocates for higher industry standards to safeguard consumer safety and elevate trust in the aesthetic market. Through her detailed analysis, Terri Ross calls for an evolution in the way medical spas are regulated and perceived. She emphasizes the necessity for stringent regulations, accreditation, and transparency to ensure client safety and ethical operational standards. Highlighting the burgeoning growth of pop-ups and alternative aesthetic models, this episode examines their implications on consumer trust and provider accountability, urging industry leaders to proactively set higher benchmarks for safety and service excellence. Key Takeaways: * The term "med spa" often gives a misleading impression of uniform medical oversight, highlighting the need for industry regulations. * Aesthetic treatments are not synonymous with aesthetic expertise; marketing must reflect genuine clinical knowledge and safety. * Clear definitions and regulatory oversight could prevent the ethical providers from being unfairly categorized alongside unsafe or unscrupulous practitioners. * Emergency preparedness and ongoing safety drills are crucial in protecting patients, brands, and the industry at large. * Regulation should be viewed as an opportunity to elevate industry standards rather than a threat to business operations. Notable Quotes: * "Med spa is an unregulated term, leading consumers to falsely believe all facilities are under medical supervision." * "Delegation without oversight is just exposure. Who's performing the treatments, and can they legally do it?" * "Waiting for regulations to hit your doorstep means you're already behind." * "The business of aesthetics is serious. If you want to play, you got to play big, smart, fast."

Accreditation in Aesthetics

InTouch with Terri is brought to you by Podium [https://www.podium.com/trc/]: Podium is a platform providing AI-powered communication solutions for lead conversion and patient retention. In Touch with Terri listeners get their first month of Podium free CLICK HERE. [https://www.podium.com/trc/] Be sure to tune into the full conversation to uncover detailed insights into transforming your aesthetic practice by leveraging patient retention strategies. Subscribe for more episodes and stay informed about the latest developments and strategies in the industry Get InTouch with Terri! * Terri Ross Website: Click Here [https://terrirossconsulting.com/] * Terri Ross Patreon: Business and Sales Mentorship [https://www.patreon.com/TerriRossConsulting] * 4S Summit Info: For more details, look up 4S Summit to understand its role in providing strategic business consulting in the aesthetics industry https://4ssummit.com/ [https://4ssummit.com/] Terri Ross is a renowned expert in the aesthetic industry, specializing in sales training, strategic growth consulting, and business transformation. As an accomplished author and international speaker, Terri has dedicated over two decades to elevating businesses in the aesthetic field with a ground-up approach focused on sustainability, profitability, and scalability. Her experience is rooted in working with Fortune 500 companies like Medicis and Zeltique, where she developed a deep understanding of market dynamics and strategic sales methodologies. About the Guest: Thomas Terranova is the CEO of Quad A, a globally recognized accreditation body known for its dedication to surgical safety. He is an attorney by training, specializing in international mergers and acquisitions, with previous experience advising multinational corporations using data analytics. At Quad A, Thomas steers the organization's strategic direction, ensuring the adherence to quality standards across surgical and non-surgical medical aesthetic practices. Under his leadership, Quad A is pioneering a new accreditation initiative for non-surgical medical aesthetics to enhance patient safety and facility standards worldwide. * Quad A Website: quada.org [http://quada.org] Episode Summary: Welcome to this engaging episode of "In Touch with Terri," where we explore the dynamic world of accreditation in the booming aesthetics industry. Host Terri Ross converses with Thomas Terranova, CEO of Quad A, about an exciting and crucial initiative to introduce a global accreditation framework for non-surgical medical aesthetic practices, such as med spas. As the industry surges ahead with rapid growth, this initiative aims to bridge the current regulatory gap, providing a structured and formal oversight mechanism that has long been absent in non-surgical environments. In this revealing discussion, Terri and Thomas delve into the pressing safety gaps in the medical aesthetics sector. With an understanding that current growth has outpaced both regulations and common best practices, Thomas outlines the steps Quad A is taking to standardize safety, excellence, and consistency. The pair highlight the potential impacts of this initiative on both practitioners—ensuring legitimate, safe operations—and patients who will gain increased confidence in the services they receive. Attentive listeners will learn about the core pillars of this new accreditation framework, the challenges faced during its development, and its anticipated positive repercussions on the global stage. Key Takeaways: * The medical aesthetics industry is experiencing rapid growth but lacks adequate regulation, particularly in non-surgical environments such as med spas. * Quad A, under the leadership of Thomas Terranova, is leading a global initiative to develop an accreditation framework for non-surgical medical aesthetic practices. * The accreditation aims to ensure patient safety, enhance facility standards, and instill greater confidence in aesthetic treatments. * The initiative includes comprehensive documentation, rigorous staff training, and the adoption of standard operating procedures to minimize risks. * Educating patients and making safety considerations front-and-center are key strategies for improving consumer trust and industry standards. Notable Quotes: * "If you're a well-intentioned practitioner, whatever we're talking about are nothing to be afraid of. The only people that should be afraid are the people who don't want to do things right." * "Product is a big one. And again, with supply chain, the way it is... that's a huge concern." * "It's a choice to do things the right way. It's a choice to do it in a way that's safe." * "We're bringing this back to medicine. We're talking about making sure the products are valid, properly maintained, and that the staff is well-trained."