8 Must-Know Conversion & Retention Strategies with Jay Shorr

A solid sales funnel is key to attracting, nurturing, and keeping patients. Industry veteran Jay Shorr shares practical tips on strengthening the operational, financial, and administrative health of aesthetic practices.

Jay emphasizes the power of internal marketing, ensuring staff know all your services, and building patient loyalty through personalized care, treatment plans, and ongoing communication.

One common mistake? Letting patients slip away by not educating in real time about your other treatments. Instead, keep them engaged with membership programs and customized plans that turn one-time visitors into lifelong clients.

Jay reveals his top strategies to boost your leads and increase conversions, including the most important questions to ask for turning inquiries into booked consultations.

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Guest

Jay Shorr, CEO and Founder
Shorr Solutions

As the CEO and Founder of Shorr Solutions, a national and award-winning practice management consulting firm, Jay Shorr coaches aesthetic practices in improving the operational, financial and administrative health of their business.

Links

Connect with Jay on LinkedIn 

Learn more about Shorr Solutions 

Listen to Shorr Solutions: The Podcast 

Follow Shorr Solutions on Instagram @shorrsolutions

Follow Jay on Instagram @jayshorr

Host

Tyler Terry, Director of Sales, MedSpa
Nextech

Transcript

Announcer (00:06):
You are listening to the Aesthetically Speaking podcast presented by Nextech.

Tyler Terry (00:13):
Hey guys, welcome back to the Aesthetically Speaking podcast presented by Nextech. I'm your host, Tyler Terry, and we are coming to you live from beautiful Orlando, Florida at the Nextech EDGE Users conference in Orlando. Today I have a very special guest with me. His name is Jay Shorr. Jay is the CEO and founder of Shorr Solutions Practice Management consulting firm, where he coaches aesthetic practices to improve the operational, financial and administrative health of their business. Jay, welcome to the show.

Jay Shorr (00:49):
Well, thanks for having me.

Tyler Terry (00:51):
So Jay, tell us a little bit about yourself.

Jay Shorr (00:53):
Well, my name is Jay Shorr and I am the founder and team leader, CEO of Shorr Solutions, which is a nationally award-winning recognized practice management consulting firm. And we specialize in the operational, administrative and financial health and guidance of aesthetic cosmetic surgical practices and med spas. I am a former practice owner of, at the time, one of the largest dermatology plastic surgery practices in South Florida until 2012. I sold the practice in 2013 and took the show on the road to work with aesthetic practices to help them start, run their business and then eventually sell their business.

Tyler Terry (01:33):
So tell me this, what is the first thing you do when you begin working with a med spa or an aesthetic practice?

Jay Shorr (01:39):
It depends on how I receive that warm lead, cold lead referral, whether it's a med spa or a dermatology or a surgical practice. The first thing I do is do a deep dive as to what are your needs, what are your wants, and what are your desires? Naturally, I'm going to hear the same thing. I want to make more money. I want to work less, and I want to learn how to retire.

Tyler Terry (02:04):
Yeah, I want to sell this thing in five years.

Jay Shorr (02:06):
Well, that's all well and good, so do I. But here I am at 71 years old, still pounding the street because I love what I do.

Tyler Terry (02:12):
No way. You don't look 71. I wouldn't guess that.

Jay Shorr (02:14):
Thanks. Well.

Tyler Terry (02:15):
Maybe 59.

Jay Shorr (02:17):
Well, it's the hair. but one of the first things I do is I want to find out what is your goal? What is your end game? What would you like me to assist you with? I'm also, I'm working at Florida Atlantic University. I'm adjunct faculty in the College of Executive Education where I teach medical business management. Florida Atlantic University is in Boca Raton, south Florida, and I've been there five years teaching and I teach med students, I teach graduate students and people that want to get into the medical field. And what I learned most is if a doctor, if a, an aesthetician wants to come and they want to say, I want to open it up, I want to find a new business model, I say, what do you want to achieve? Do you want to achieve money? Do you want to achieve success? Do you want to achieve notoriety? Do you want to be a pillar in your community? What are the three, four things that you really are interested in that's going to make a difference? I'm all about making a difference. I want to make it a better world when I leave it than when I came into it. So I have to learn, first of all, if you are a new practice or an existing practice, if you're a new practice, then I have a lot of work to do to get you from the beginning, from the starting line, not even to the finish line. You have to cross a couple of hurdles along that way.

(03:45):
Then I'll look at your HR, I'll look at your revenue cycle. I'll look at your P and Ls. I'm a money and a finance and a legal compliance guy. The marketing, I leave that to the rest of my team.

Tyler Terry (03:55):
That's exactly what this industry needs is that right there. That's the backbone, right?

Jay Shorr (03:59):
Yeah. I mean, I'm all about profit and loss and legality, and the most important part of my entire journey is safety. And unfortunately we don't do enough of that. My goal is to protect you from you in spite of you. Alright, so the deep dive is finding out where are you, where have you been and where do you want to get to and let us help you get there.

Tyler Terry (04:23):
Okay. Okay. One of the things I noticed, and I think this is important for everybody to remember, is you really talked about how you ask questions to understand. You don't just throw up on them when they come to you and try to sell them on something and get them to become part of your business, part of your organization. But you ask so many probing questions right there, telling me how important it is for you to understand. You can't really advise if you don't understand.

Jay Shorr (04:52):
What's most important is the journey to get there. It's not going to be done tomorrow and you're going to feel some pain along the way. There's the do it with you or do it for you method, combination of both and we'll help you get there along the way. I need to find your pain points.

Tyler Terry (05:10):
Yeah, before you can address them. A hundred percent. So can you explain what a sales funnel is and how it applies to aesthetic practices?

Jay Shorr (05:20):
A sales funnel is a direction of where your new prospective and even existing patients start. It's a funnel and I call it a conversion cascade. It's a program that I created called the Conversion Cascade. It's a six hour online module with tests and everything. And the Conversion Cascade starts like this. You have to have a market and you market yourself in order to be able to get clients or perspective clients to join that journey with you. And I call it a journey. Don't hire any consulting company expecting the magic to appear immediately. So first it starts with the marketing. The purpose of the marketing is to generate the call. That's the bottom of the funnel. All right? The call then converts hopefully to a consult. Now remember what I said, you did marketing, it costs you money, but it's not a cost, it's an investment.

(06:25):
Alright? The difference between a cost and investment, a cost you yield no return and investment is you're hoping to get a return out of it. So you market to get that first call. I don't care whether the call is an online form, I don't care if it's a scheduling from your website. I don't care if it's a phone call. And then what happens, it is up to the people who are the ones that answer, that lead the warm lead, whether it's a warm lead online or a contact us or even a referral from an existing client or patient. Then you have to convert that. And that's where the mistake many times is made because we have fired all the receptionists and then we rehired them and promoted them to directors of first impressions because that's what they are a director of first impressions. When somebody calls your office, you'll make it or break it right away by not even having that warm friendly feeling, not having that smile because a person when you answer that phone, knows whether you're happy. Don't be an interruption of their day. And therefore when you call, you want them to understand, for example, Tyler's cosmetic and plastic surgery. This is Jay and I can help you. You're already telling somebody they reached the right person who can help them. So right then and there, you want to get that call to convert to a consult. Oh, did I mention you haven't made any money yet?

Tyler Terry (07:56):
Yeah.

Jay Shorr (07:57):
Now from the consult, you have to sell them that treatment and you haven't made any money yet. That's the funnel. So we're going to go from step to step to step. So you'll have the warm lead. The warm lead converts to a call. The call converts to a consult, and you're moving from one funnel part to the next and you still haven't made any money. And then you're following up with them. When should you follow up with them? Right away. People ask me, Jay, how many times do you follow up with somebody? I said, until they tell me, don't call me anymore. Now, there is a time when you kind of get ghosted over and over and over again and you kind understand there's really not an interest. But understand something. People don't go online and start looking for a breast aug or a tummy tuck or a facelift because they have nothing else to do. They call you because they have an interest, but never lose sight of the fact you are not the only one they're calling. So you've got to be more diligent because the early bird will catch the worm.

Tyler Terry (09:00):
You're not the only game in town.

Jay Shorr (09:02):
No you are not. And you may be the last one they called, or you may be the first one that they called. And in that funnel you have to understand, did I answer the call right away? And if you don't, they're going on to the next one and the next one. And that doesn't even guarantee you the sale yet. So that funnel opens up and then comes right down to the final, then comes the treatment. Now you've generated some money, and then it's up to us never to push them out of that funnel. It's up to us to be able to upsell the upsell to keep the patient coming back for more. Because in the plastic surgery world, a young girl who is 18 to 21 years old and has her primary breast augmentation, you may never ever see her again. And you may have thousands of clients that are on the lowest end of the spectrum. I personally liked the mature female or male with the mid aging face that needs maintenance over and over and over again and which coming to come back. What's maintenance? Maintenance is Botox, Dysport, Juvederm, Xeomen, I'm going to be very fair and kind to all of them. Alright,

Tyler Terry (10:11):
HydraFacial.

Jay Shorr (10:12):
Right?

Tyler Terry (10:13):
A diamond glow.

Jay Shorr (10:14):
Alright. And I want to be fair to everybody because there's so many procedures out there and there's so many providers. There's a med spa on every corner and there's a med spa going out of business every week and a new one opening up. And I get calls all the time and I ask, what's going to differentiate you from that of the other person down the street? And then we have to build your business plan to show why you're better and you have to follow the business plan. So the funnel is multiple steps along the way. I call it a conversion cascade.

Tyler Terry (10:47):
Wow. Okay. I have so many questions. I wrote down a lot of notes here. A lot of times people talk about the lifetime value of a patient and it's really because they're trying to get them to become a lifetime patient. What have you seen as the most impactful tactic? And I don't even know if you can share this with us, might be something that

Jay Shorr (11:05):
There's no secret sauce.

Tyler Terry (11:06):
There's no secrets. All right, what are you seeing? What is the trick to getting them to become a lifetime patient? Patient comes in, let's say she's 32 years old, she gets breast augmentation. That plastic surgery practice has a med spa component. How do they get her to continue to come back?

Jay Shorr (11:23):
That's difference between the 18-year-old to 21-year-old that I spoke to, the 35-year-old. Then they're getting a little bit more mature and they're starting to notice a little bit more aging. They're starting to notice a little bit, possibly more sun damage. Remember, I'm from Florida, so we have a lot of sun damage. So it's a matter of, it's not price, it's service. Do the people that come in, does the person, the patient's coming in, are you showing them the love or are you showing them, are they a transaction? Do not treat your patient base like a transaction because there's a 7-11, a Wawa, an Exxon, a Mobil on every corner, a Walgreens, a CVS. You have to make them feel that they're a part of your family.

Tyler Terry (12:10):
Alright, so just shifting gears a little bit, going back to leads. If you're not getting enough leads for your business, what strategies do you recommend?

Jay Shorr (12:22):
Well, if you're not getting enough leads, obviously I think I spoke from the very first step about the conversion cascade or the funnel. It's the marketing. I don't care how you do it, whether it's in person, whether it's going to a church or synagogue event, whether it's going to a skin cancer symposium. I speak at a dozen of these conferences a year. Even I get leads. I did a business lecture this morning on how to create a business plan. It was not elementary, so it really was not a packed room. Only those people who really need to create a business plan, that's not going to be an aesthetician, that's not going to be an employee that works for somebody. Maybe the practice administrator, maybe the business owner, they want to know either for expansion or they're just going to start up or they've just never had a plan. If you're not getting enough warm leads or generated leads, then you really haven't either done enough marketing or you're not doing a good job on your search engine optimization for your website. And don't blame your website vendor for what I call SE leads. And I won't say the word online here, alright? But I get so many leads. No, you should be thankful that you're getting the leads. Maybe your team is SE.

(13:39):
Alright, because really what it is is you have to learn how to convert. And it's that very beginning of the funnel. I wish I only had all the leads to pick and choose from. Maybe these leads aren't a good fit for you. Alright, maybe they're better for somebody else. So how do you generate more? You got to invest in more in your business to do more marketing. You got to put yourself out there to be a pillar in the community to let people know you are the right one for them to come to.

Tyler Terry (14:06):
Yeah. So maybe boosting up the amount of money that you're spending, changing the medium in which you're marketing on or dialing it in. To your point, maybe it's your practice, your marketing director's not dialing that in or yeah, maybe you need to shift gears.

Jay Shorr (14:21):
Well, it's an unbalanced scale. A lot of people don't understand S-E-M, S-E-O, P-P-C, organic, alright? And in the very beginning, what you really need to do is you need to have more on the pay per click side that gets you to the top of the page on Google. And as more of your organic is boosting up and you're getting more leads, the scale kind of goes like this, where you spend less on the pay per click than you do on the organic and the organic then overtakes that and you're listed on page one, hopefully the first X amount. So that people, because believe me, when I tell you I do a lot of research, I rarely get to page two, especially with chat GPT and AI now and now with practices, there's so many practices that are paying for those clicks plus the organic. I've had enough in that community.

Tyler Terry (15:12):
Wow.

Jay Shorr (15:13):
It's all how you boost your keywords.

Tyler Terry (15:14):
The way you just explained it though, on the way that you can balance the scale and how it starts and shifts is amazing. I think anybody who listens to that will get it and it'll click because that is the way you start. That's the way I would start. Like you sold me right there. Boom, pay per click. And obviously you got to do a great job throughout the funnel, throughout the patient experience, the consult experience, all the things. And then when the patient has an amazing result and an amazing experience, hopefully they leave you a review.

Jay Shorr (15:41):
Hold on. You didn't even get there yet because now you've spent all this money and you spent, because remember on the PPC side, there's two differences. One is an impression and one is the click. You're paying initially in your quality score to get you up to the top. You haven't paid anything yet until somebody clicks on that. If somebody clicks on that and that's a good lead and they call your practice or do a contact us, and you haven't answered that call and you haven't answered that warm generated lead. You've just spent 5, 6, 10, $20 for that lead and did nothing with it.

Tyler Terry (16:21):
Wow.

Jay Shorr (16:22):
You see, I've seen every episode of Shark Tank that ever existed, and there's a couple of questions that both Mr. Wonderful and Mark Cuban ask, right? What are those magical questions? What was the cost of the client acquisition?

Tyler Terry (16:38):
Yeah, that's true. They call it cac, right?

Jay Shorr (16:39):
Cac.

Tyler Terry (16:40):
Yep.

Jay Shorr (16:40):
Cost of client acquisition and what revenue did you generate from it? And if it cost you a thousand dollars and you generated a thousand dollars, people say, oh, I didn't lose any money. I broke even. I said, no, you didn't break even. You lost money. Why? Because you have a business to run and you have gross revenue minus your cost of goods sold, gives you your gross profit. You then have fixed and variable expenses, and then it gives you your net profit. And then you have your earnings before interest, taxes, depreciation, and amortization. Now, I know I'm talking a lot of words, ebit, ebitda, all that stuff, net profit. But you can have a negative net profit with a positive gross margin, a gross profit, and people don't really understand that. The whole key to it is you've got to answer every lead and answer them immediately, because if you don't, somebody else will.

Tyler Terry (17:32):
Alright, so let's talk about, this is still part of the funnel, but let's talk about converting leads. What are some effective tactics for converting leads into consults at the bottom of the funnel?

Jay Shorr (17:45):
Answer the phone. I keep saying this. We could do the whole podcast on answering the phone. Answer the lead. Lemme give you a quick example. Sunday morning, I'm a big Dolphins fan. I am an Eagles fan, but I live in Fort Lauderdale, so I am a Dolphins fan and nothing. And I mean nothing stops my Sunday of watching the football game. And at 10 o'clock in the morning, my wife and I are sitting on the sofa watching NFL today and waiting from before. And I'm looking and I want to buy a motorcycle, another motorcycle. And in buying that other motorcycle, I go online and I said, honey, what do you think about this motorcycle? And she says, not again. And I had just had hand surgery. She says, I'm not going to go on another motorcycle with you. That's a two wheeler. I know. Well, I don't want a motorcycle if my wife can't ride on the back.

(18:42):
And I said, what about a trike? One in the front, two in the back? They're the big, I mean big bikes. Alright, 1600 cc, 1590, they're touring bikes. She said, okay. I filled out a lead form online to the local Harley Davidson dealer. And I'm not kidding, 15 minutes later, I get a phone call, Jay, it's Pedro from Chester's Harley Davidson, what are you doing today? I said, oh, no, no, no, not today. I'm watching the football game. He says, no, no, no, no. Why don't you come down and I have the bike you're looking for. And I'm thinking to myself, of course you don't have the bike I'm looking for. You're going to bait and switch me. And he said, no, seriously, why don't you come down and just take the bike for a test drive? Ladies and gentlemen, going to take the bike on a test drive is like bringing a puppy home for the weekend. I went down, I took a test drive, an hour's worth of negotiation, I was back home in time with the bike to watch the football game.

Tyler Terry (19:40):
No way. That is cool.

Jay Shorr (19:42):
I bring this story up because it was not inexpensive bike, alright? And if this gentleman had not called me, I probably would've gone to the bigger Harley Davidson dealer in Fort Lauderdale and bought the bike if they had it in inventory. And I say this, and I shared this with all of my practices. This was all about the conversion of this salesperson generating that lead from the very, very beginning when that lead came in. And he called me right away and he told me to come in.

Tyler Terry (20:14):
And he kind of pushed back a little bit saying, no, no, no, you got to come in. I've got the right one for you. I know it's Sunday football.

Jay Shorr (20:20):
He hit me at a moment, an impulse in time that he had what I wanted. There are four magical consult questions, right?

Tyler Terry (20:31):
Write these down.

Jay Shorr (20:32):
The first magical question is, how long have you been thinking about this? How long have I been thinking about the procedure? Oh, I've been thinking about this for a while. Oh, how would the thought of having that procedure make you feel? All of a sudden the eyes light up and you smile because now you're already thinking of having the procedure. You didn't even talk about a dollar yet first, how long have you been thinking about it a while? How would the thought of it make you feel? Oh, wonderful. Next question. What's stopping you from having that procedure? Now, there are really two fears in our world. It's the fear of pain and the fear of money. That's the magical stopping questions right there. So I took the word pain out of the equation in our business and we call it minor discomfort. Alright? There's no such thing as a needle. It's an injection. Alright? That has a little bit of minor discomfort and we can help you with a little bit of local anesthesia. You'll never even know it because people are needle phobic. People get white coat fever, they get diaphoretic, they sweat and everything like that. So you have got to eliminate the why and the no.

(21:58):
And if you're smart enough to understand it, the last magical question is, that's a great question to ask your provider because your director of first impressions can only share legally their opinion. The director of first impressions or a non-provider is not licensed to share the mixture concentration of what you're going to mix the neurotoxin with what level of anesthesia you're going to have. They shouldn't be speaking about that. That's the doctor or the anesthesiologist. You're not qualified legally to be speaking about that. Alright? That can be the biggest turnoff right now because people get scared of that. Let a medical professional do that. That's a great question to ask the doctor.

Tyler Terry (22:49):
It builds trust. I feel like it builds trust and confidence. It piques their interest.

Jay Shorr (22:53):
Look, another thing about that consult question is be a puppet of the doctor or provider. It only elevates that when the doctor answers that same identical question that you've answered already to the prospective patient or the patient. Now the patient feels a level of confidence. This team really knows

Tyler Terry (23:12):
They're in synch.

Jay Shorr (23:13):
Yeah. Wow. They really knew that. And really what's more important than anything, I always say, if your staff does not know every page and drop down on your website, you're missing the boat. Why have a website with all this beautiful information on it and your team doesn't know it? Because what I can promise you is that the prospective patient's going to call your office knows it. They've been already been on your website, they've already read it, then they call and your staff's, well, I don't know. Or they give different information that's on your website.

Tyler Terry (23:49):
Wow.

Jay Shorr (23:50):
I used to train my staff all the time and give tests about what's on our website. And if you don't know it, you have to study in that room until you know it.

Tyler Terry (24:00):
Jay, I've never, literally never thought of the importance of that. It seems like a no brainer, but I know that so many practices don't do it. Even at restaurants. When I go to one of my favorite restaurants and it's a new waiter or waitress and they don't know if they offer soda water or a certain drink or if they could do lime or lemon. You're like, how can this be? This should be your thing. This is what you do. Training, training, training. I'm thinking of multiple questions here for you, Jay, but we talk about loyalty to the practice so that the patient continues to come in over and over again. I've seen practices where, and I know you've been doing this a lot longer than me and you're very experienced, but I see a lot of practices that require the patient to come in yearly, whether they're on a membership or not.

(24:45):
And usually they are on a membership, but they're required to come in for a yearly consult and then they're put on a treatment plan. And that treatment plan typically rolls over. And of course it's a living, breathing treatment plan. But when you have that loyalty to the practice and you have a treatment plan, you feel not obligated, but you feel loyalty to the practice that keep coming in. And then you think of that treatment plan, oh yeah, this is my morning regimen on the left. This is my evening regimen on the right. I'm using Alastin skincare and Color Science sunscreen or whatever it is. And then I'm getting my injectables every four months. And my microdermabrasion essentially have this loyalty of I'm not just this one-time patient and the practice is hoping that I come back in, wow, I'm on a treatment plan and I'm committed to coming back in over the next year and maybe even becoming a lifetime patient.

Jay Shorr (25:39):
Yeah, that's extract from the sales funnel. Alright, because the sales funnel are buckets. And really, I always say, don't let somebody out of your sales funnel because when they've completed that journey, now you want to put 'em onto that regimen now, put 'em back in the beginning and if they've completed it, keep 'em coming back for more and always keep them in that funnel.

Tyler Terry (26:02):
Wow. So they're always in the funnel. They're never out. See, I think a lot of people kick 'em out and it's like, no, keep them in. That's amazing.

Jay Shorr (26:08):
You have to kick me out. I'm not kicking you out.

Tyler Terry (26:10):
I love, I love that. I love that. I've never heard, always keep them in your sales funnel.

Jay Shorr (26:14):
It's like in a restaurant, in a hotel. A hotel make a lot of their money in food and beverage. So I love coming to a resort hotel because many times I do 8, 10, 12 conferences a year, and I stay in these beautiful, the Wynn and the Bellagio and the Venetian, the Palazzo, all these beautiful five star hotels. Sometimes I never leave the hotel because I'm there and I'm lecturing and stuff like that. And I'll try all of the different restaurants and I'll go to all of the different snack shops and things like that. Well, their job is to have all these menus of services in the room. And if you don't have a menu of services in your office, if you don't display it on monitors in your office, you're missing the boat. And I'll share an example. We had a very large derm, facial, body, plastics and med spa. And I had derm patients asking us, do you know where we can get a good plastic surgeon? And I had plastic surgery patients asking us, do you know a good derm? And I said, I used to scratch my hair when I had hair and I said, I'm missing the boat. So what did I do is I printed up brochures. And the brochures may have been procedural about what we did, but I call it wasted real estate, on the backs of every one of the brochures cuz I never kept the brochures that the vendors gave me because that's the same brochure that's everywhere.

Tyler Terry (27:44):
It's their marketing.

Jay Shorr (27:45):
We had our own brochures for the procedure, but on the back of it listed every service that we had and therefore it made it heavy awareness. Then I bought this big screen monitor in our reception area, and this is before DVDs and all that stuff. This was called, don't laugh, PowerPoint Viewer. Alright? And I worked it with MS Config. And you have to understand, and really what MS. Config is, is a loop. And we created these so that people sitting in there would see everything that we did. And as we did new procedures or got new machines, I would create a new presentation that may come on every three times instead of every 10th presentation just to get the buzz going. So when you're saying what do you do when what you're doing doesn't work, add new things to do. Marketing internal, I call it invertising versus advertising. It is much lesser of an investment to market to the people that you already have than it is to the people that you don't. Because now I have to convert you from somewhere else. That's harder to do if there's loyalty. But I am very loyal to a fault in my personal and my professional life. But if you give me a reason to leave, I will.

Tyler Terry (29:05):
Well, Jay, I just want to tell you, this has been an incredible session and I feel like we have so much more to talk about. I have more questions that I want to ask you. We're going to have to have you back on the show, but just want to thank you so much for your time and give you the opportunity if you have any final thoughts.

Jay Shorr (29:21):
When you pay peanuts, you get monkeys. Alright? Love your staff, treat them as part of the team. Involve them in every step of the way. Take criticism and don't take it personally. Take it as somebody really has something important to say. They're not saying it, you have the Debbie and the Donny complainers. You're never going avoid that, but listen to what they have to say. And if you want to get in contact with us, free consult, you want to purchase that sales funnel Conversion Cascade, www.shorr, S-H-O-R-R solutions, plural, because we have more than one solution.com, shorrsolutions.com. Thank you so much for the opportunity.

Tyler Terry (30:05):
Thank you Jay. Jay Shorr everyone. And be sure to check out the show notes where we will include links to follow Jay and Shorr Solutions via social media and be sure to subscribe to the podcast. Again, thank you, Jay, for your time, and we'll see you guys soon.

Jay Shorr (30:23):
Thank you so much.

Tyler Terry (30:27):
Thanks for listening to Aesthetically Speaking, the podcast where beauty meets business, presented by Nextech. Follow and subscribe on Apple, Spotify, YouTube, or wherever you like to listen to podcasts. Links to the resources mentioned on this podcast or available in your show notes. For more information about Nextech, visit nextech.com. Or to learn more about TouchMD, go to touchmd.com. Aesthetically Speaking is a production of the Axis, theaxis.io.