Redefining Women's Health & Aesthetics with Michelle Marlowe - Ep 9

On this episode of the Aesthetic AF Podcast, we’re joined by Michelle Marlowe, owner of Infusion Body & Skin, for a real conversation on what growth actually looks like when you’re building an aesthetic business that aligns with your life — not just the industry’s hustle mindset. 💡

From tackling women's wellness topics to redefining success on her own terms, Michelle shares the kind of insights that make you take a deep breath and say, "Ohhh… it’s not just me."

🔥 Whether you’re scaling up or choosing to stay small but powerful, this episode is packed with gold.

🎧 Here’s what we dive into:

00:00 — Introduction and Guest Welcome
 00:34 — Michelle Marlow’s journey into aesthetics
 02:13 — Rethinking growth and business strategies
 04:29 — Why women’s wellness is her focus
 10:21 — The real struggles of marketing “taboo” topics
 14:11 — Honest biz tips and behind-the-scenes insights
 18:25 — The power of a to-do list (and how Michelle uses hers)
 19:06 — The Big Three: What really needs to get done
 20:11 — Eat the frog first: Tackling the tough stuff
 22:52 — Why we need a wins list too
30:06 — Building real relationships in business
32:13 — How an abundance mindset changes the game
35:36 — Final thoughts and what Michelle wants other owners to know

Hit play, and don’t forget to follow, rate, and review if this episode hits home — we love hearing what’s resonating with you. 💬

Join Our Community of MedSpa Owners: https://www.facebook.com/groups/salesandmarketingformedspas

Learn More About The Podcast or Apply to be a Guest: https://aestheticafpodcast.com/

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About The Hosts 🎙

Sam Varner –
A profit strategist with over 16 years of experience in financial services, public relations, and business coaching. She helps service-based business owners create sustainable, scalable, and highly profitable companies.

Tara Dotson Riley –
CEO of Tara Lynn Media (TLM), specializing in digital marketing, social media management, content creation, premium brand growth, and client acquisition strategies for medspa owners looking to establish authority and dominate their local market.

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Looking to attract high-value clients, increase revenue, and scale your medspa? The Aesthetic AF Podcast is your go-to resource for marketing, sales, and business growth strategies tailored for medspa owners and aesthetic professionals.

🎙 Hosted by Sam Varner (Profit Strategist) and Tara Dotson Riley (Marketing Expert), each episode delivers real-world insights and actionable strategies to help you build a thriving, profitable aesthetic business.

✔️ Stay ahead with the latest medspa...

Transcript

0:11

All right everybody. Welcome to the Aesthetic AF podcast. We are really excited today to get a chance to speak with Michelle Marlow. So Michelle, thank you for joining us. Thank you so much for having me, ladies. Good morning. Good morning. Okay, get a little introduction from you. Give us a little idea of who you are and how you got into this industry. Okay, well unfortunately it's gonna show my age, but I'm Michelle Marlowe. I'm with Infusion Body and Skincare. I have been in the industry since 2007, so quite a bit has changed. I worked for a doctor in New Jersey and my best friend was dabbling down here. I got to move back to Texas and she said, let's just. Do this. So we started off with one room in 2007, and then we ended up being from one room, we had Metropolitan Med Spa, and then we moved all the way to eight rooms. So. Wow. We grew fast. We had some growing pains a lot of learning lessons and it was a lot of fun, especially to get to work with my best friend. And then when my mom got sick, I just decided that I was gonna sail and just spend these last time with her. And then we sold and then I had a non-compete and I missed the business so much. Then I opened up a little place in Missouri City because I had non-compete in Houston, so. And so did you sell, did you both sell or was it just you selling your interest in the spa at the time in Houston? We both did sell. She stayed in the business and ended up partnering with someone that would had an interest in it. Unfortunately hindsight's 2020. I should have just sold my part. She was still interested, but I think that she just thought it was the right thing to do. But it know communication's key. She's just a sweetheart and would give the shirt off it her back for anyone. So she always did for me too. But she's still in the biz. We're both still in the business. Okay. And what's your, or do you have, maybe a growth plan right now? So if you're now back into it and you're building it on your own, what does that look like? So, ironically enough, my growth plan is a very different, where I scale my business, but I stay I, I don't have employees. That was not my strength, that was not my strong point. You can ask my partner. Management is not. My bag. And she would say, you can't say that to people. And I would say, what? And I found that working with people that either contract with me or have a split or rent a room just seems to work a little bit better. It's not for everybody, but it seems to work well for me. So my. My goal is not expansion, get bigger and 'cause we were at the point sometimes where we had eight rooms banging and three of our ES would call out sick and they would say always food poisoning. And I saw them on Facebook and Instagram taking shots the night before. So, interesting food poisoning of some kind, perhaps not food. Exactly. So. Later in life, I'm just ready to simplify. I like that. I think that's an interesting conversation because I think there's so many ways for you to scale or increase your revenue without necessarily having to go to expansion in size or multiple locations, that sort of thing. So I think it's important for. The audience when they're listening that there's a thousand ways you can grow. It doesn't have to look the same as what you maybe are experiencing or what you've seen. So I like that. I like that you're no, I have a new plan now. And it's different than what it used to be, right. Exactly, and it works great for me. And it's not to say that expansion and franchising and, go for it. Go for it. If you, if that's your goal, you just wanna make sure that you're really concise on what your goals are, what you want your lifestyle to be what your quality of life is. If making a certain amount of money is most important, or if working three days a week is more important, it's really just up to each individual and what their individual goals are. Yeah. And those are really important conversations because Hugely. Yeah. Yeah. I love that. Well, okay, so give us a little rundown of what you're doing differently over where you are. Okay, so I'm not only of someone that administers this, but I'm also a patient. So I don't know if you all have ever had. Had a procedure that you were like, this knocks my socks off. I wanna tell it on the mountain. Like I am so excited about that. But that happened to me and this is probably too much information, so we'll edit out, but I was in my early forties and too young to be thinking about. The things I was thinking about, like being in diapers in my fifties. So I had the ThermiVa treatment and it was such a game changer. So everybody knew that I couldn't do the bootcamp'cause I couldn't do a jumping jack. Or I'd have to go home. So when the Thermi wrap came in, I got to be my first patient and this was almost 10 years ago. And so it was. Such a game changer for me. I ended up going back to school, getting my natural women's wellness certification. And I just, I've lived by it. I love it. We don't talk about it enough. So many of us experience it and it's just, I, it was such a game changer for me and I love changing the patient's lives. Because it's so hard, they'll be like, I didn't even know this would exist. I'm like,'cause we don't talk about it. So we do the ThermiVa, we do vaginal rejuvenation. That helps with incontinence, it helps with vaginal dryness, it helps strengthen that muscle. The vaginal wall. It helps like really, it's an end all, be all. It helps freshen up the look for people that are just looking for the cosmetics. We also do the O shot and the P shot here. And that's our, we do everything. I will say that, but I our primary focus is more like women's wellness and sexual wellness. Yeah. I like that. I like that. And I agree with you. I think there's so many things in the realm of women's health in general, right. That just don't get spoken about. That there are starting to be, and there have been solutions for them that are maybe different than some of the old school surgical options. Right. With incontinence and all of that kind of stuff. So it's nice to have it be something that's talked about more. I, yeah, I think it's important. Well, and as I'm thinking about my mom and my grandma and the problems that they've dealt with, after having babies and later in life and it was just always something, well, that's just what happens. That's just what you deal with. There was never any thought that there could be a solution. And it also was not something that you talked about. It's something you dealt with privately and moved on from. And just now my mom is more no, like we need to talk about this. Like we should all be talking about this. I love it. Do you think that you made your mom more open about talking about it, or do you think she just yes, I'm one of three girls, and I think the combination of all three of us have made her very open about all sorts of things, Uhhuh, because the conversations at that dinner table were all over the place where it's well, we can talk about that, because that's nothing compared to all the other things y'all brought up. I just remember I remember 10 years ago when I got into this, like people were uncomfortable with the word vagina and I was trying to see well, that's the medical term, but. Let's try to figure out, I didn't wanna be like, it's your flower or your hoo, because, but that freak me out more. Like just call it what it. Yeah. I love it that you're with three girls because I could, oh, I would love to be a fly on the wall. I wanna take your podcast to your dinner table'cause I bet it was the best. It would be hilarious. And also probably get banned off of. You are like, what happened to aesthetic af like that used to be here? And they're like, no, they, no, they got banned. It has to move to HBO. And that's what I always encourage the things that I wish I would've asked my mom, just like I'd never asked her about menopause. I never, I didn't even ask her about her childbirth. It it I, the things I just wish that I would've been like. Hey, how did you have hot flashes? Did you, no one ever talks about the cold flashes'cause I went straight to like being in a sweater with 85 degrees. Oh yeah. It is so important to ask those questions. And it doesn't have to be your mom, it can be your grandmother, it can be your aunt, or you can be somebody that, a trusted older person that I'm sure would love to spread that knowledge. But I love it that you'll have those conversations'cause they're so important. Because you see, we used to feel like we are the only ones that are suffering from this. Yeah. Yeah. The level of dialogue, I think generationally has just gotten so much more open. I know my daughter's 17 now, and I know the level of conversation she has with her girlfriends. That is completely, and I was pretty open with my friends as well, but it's to another level, and so I think we're moving in the right direction of. Hey, this is just a thing. And if everybody talks about it, then nobody's by themselves. Nobody's feeling like, am I the only person? Like my kids know. The rule is mom doesn't like going on the trampoline when they were little, because I was like, Nope, it's not a good idea. I trampolines are not for moms. At least not for this mom. Right. And it's they're like, why mom? And I'm like, I'll pee. I don't wanna do that. Thank you. But the fact that you shared the reason with them is phenomenal.'cause our pa well our parents wouldn't even talked about it, but yeah. No we, I can do, I can tell y'all I can do a spread eagle on the trampoline. Now I can do herkes. Thank you Thermi. So yeah, that means I'd have to get back on the trampoline with the kids. I'm not sure that I want that part either, but Right. I see the value of being able to, yeah, I just have to do it just 'cause I can at this point because it's just so exciting. Yeah. Very good. Well, with those conversations just now starting to happen, I'm sure there's a huge educational piece that you're having to overcome and just let people know this even exists. So how have you done that to educate new people or get new people in that wouldn't otherwise even know that? So that's a great question, and that's why it's really important to probably hire and invest in people like you that know the ins and outs, because when I try to do it myself, I got flagged for pornography. I just say invest. And to a company I it's a tough one to do on your own because there's certain words you can forget it for the men, you can do whatever. You can show a banana, you can show anything. You can talk about. But God forbid if you put a flower by, a petal and that possibly looks like a vagina, you're flagged. Yeah. So if you talk about, so that's my one thing. I try to do it on my own. I definitely say invest if you're gonna go this way, because you will be flagged, your Facebook place will be taken down. And it's been a really great learning lesson to say the least. Yeah. So have you found ways to overcome that? Are you still exploring what your best options are? I'm still exploring. We can all work together and just find but I basically, I find that Google, for me, what worked and has been a, my mainstay was Google AdWords because they were looking. For that particular thing. So they were writing it, they were seeking me out, so I wasn't offending the masses by my potential vaginal talk. Yeah. Well, and Instagram and Facebook are more, they're very strict with what you can say do show everything. So, okay. Yeah, I think. Yeah. Like looking at that, right? It's is society gonna catch up? Right? Can we start advertising the things that are solutions for huge percentages of half of the population, right? And so we're getting there. They're just slow. I like that Google's onboard at least. Putting it out there and Instagram. Instagram's definitely possible. I've seen it done, but it just is, oh yeah. You just have to get, you have to be precise. Precise and then creative. Precise is the perfect word. Yeah. Yeah. I think, yeah, focus more on the pain points rather than the. Here's the after pictures or like that kind of thing.'cause they're not gonna show no after pictures. No. For that. Yeah. Yeah. And I actually even stopped at, in our consent forms, it'll say we're gonna put the before and after. I, I just mark that out and just tell our patients like, you are welcome to take a picture. That way you have yours, but we're not gonna keep it in our office just from Yeah. I don't want anyone taking pictures of mine, so, yeah. Yeah, I get it. Yeah. That's interesting. So how do you find that you are currently promoting yourself then? Do you find it's all word of mouth, or if social media becomes like a bit of a. A little bit harder. How are you doing that? So, I've been very fortunate that I have the most phenomenal patients that are not afraid to talk about it. They're very good friends to their friends because we're good friends if we find something that really works for us and that, potentially. So at this point in time, I've been doing this particular treatment since 2019. And I'm more or less on a referral base at this point. I'm just so blessed by I have the best patients in the world. Yeah. The power of getting that personal recommendation, right? If you're intimately already having that conversation with whoever it is that you're like, this is my problem, or I had this problem and can you please do you know how to fix this? I don't know how to fix this. And they can actually share that. So that's good. That's good. Yeah. I like that. Is there anything, when you think about business structure or anything, not necessarily from the marketing standpoint, but anything else that you have overcome in your business that you wanna chat about? Oh my goodness. So many things. How long do we have? All day. We'll just talk all day. Oh good. Okay, so this sounds so simplistic, but for me, a to-do list the night before doing a brain drain because you just start, you, I, I know if you ladies do get frazzled I've got a million things. I've got a podcast 11, but I gotta do this. And your moms too. The night, the, okay. I don't always do it, but I can tell you it is very successful for me when I do it. Before I go to sleep, I just do a brain drain. I have one little thing like this and I do business, and then I do personal because I wanna separate the two. Yep. And it could be as easy as I've got carpool or I have to drop off a lasagna, or whatever the case is. And there's some things that are in. And they're not pressing, you don't have to do 'em. Like frame that picture. You're still thinking about it, but it's really I don't need to frame the picture. So, but I don't care if you're thinking about it, put it on the list. But as far as my business, I will literally go. Buy alcohol swabs, go, whatever the case is. Order more disposables, get trash bags, get wipes, like whatever you put it down, put it down there and just, and then start going, okay, pri, so I put a pee on priority. My first time when I first started doing it, I was like, I'm gonna have really cute highlighters and yellow's gonna be urgent. Pink is gonna be the way, and okay, I never can find the highlighters. So just put like a little initial like tomorrow if you need to do it or priority. And then that way, and I literally put it on my schedule, like going to buy supplies at 12. I think it's really imperative that you put yourself out for a lunch. Mark yourself off. You need that time because if you were working for someone else, you'd be getting lunch, you'd be getting breaks. So to-do list helped me so much. Okay. Now with that to-do list, I have learned that I am not a multitasker. Multitasking for me is just doing a bunch of stuff that's really half fat. So I learned that I've gotta do one thing at a time and then mark that off my little to-do list. So again, my to do list, my to-do list is everything. So marking that off and then going to the next step. Now I am not one of those people that can check my email and get the beds ready and fold towels, and you. I, you just gotta do one thing at a time. Some people are different. My best friend, she can do 10 things at a time and do them phenomenally. I'm not that girl. So yeah, for me to-do list are everything. Yeah. What about y'all? What have you found? Okay. Well I love the idea of doing the to-do list the night before.'cause I feel like I always start my day with it. And I think getting that out of your brain before you go to sleep probably is so much more therapeutic. And it's okay, I know tomorrow is gonna be taken care of. I can sleep without. All of my things haunting my dreams. Exactly. And do you ever find that you're like, I'm so overwhelmed I'm so stressed out. And then you get that brain drain, you go, okay, look, that can wait till next Friday. I don't even know why I'm talking about that.'cause that's probably never gonna happen. And you start going, okay, I'm so stressed out about three things and I'm gonna knock that out first thing in the morning. Or you clean your day and you go, you know what I. 30 minutes. Getting up 30 minutes can be everything a little bit earlier, and I'm gonna knock that out. I'm gonna send the emails. The other thing that I don't always follow, but I think that it is a phenomenal thing to think about trying your most tasking thing or the thing that you find so daunting, knock it out. Knock it out. Yeah. Eat that frog first. Yeah. Oh, I love that. Yeah. Yeah. Just lean in and do that. That thing that you're like the last thing you wanna do, the thing that you wanna just push to tomorrow's page. Just do it first and then it's done. Yep. Oh, that's so hard. Exactly what? It's hard, but you have to really like, what'd you say, Sam? Did you say eat that frog first? Eat the frog first. Yeah. I'm so stealing it. I love it. Yeah, it is critical. I do the to-do list of the personal and the business stuff. Absolutely. Divide it out. And I would like to say that I live by my list. But I don't, it's still if I get, I feel like if I get started on a roll of a list it becomes like the next decade of my life list. Right. It becomes something where the brainstorm happens and it's gone outta control. So I try and limit it a little bit to what do I need to do this week?'cause otherwise it's oh yeah. Cassie's College stuff down the road. It becomes crazy. So if there's anybody out there listening that does that I will often say to clients, do like a. What are the big three that you have to get done every day and just write out those big three that are the move the needle stuff, right? So if you write those down, if you complete those and check those three things off, that makes the biggest difference in your week. I. That helps too. If you're a person like me that makes a list that's 90 pages long. Oh, I love that. Yeah. So you said get do the big three each day? Yep. Do the big three and make sure they're the big three that are actually impactful. Right. Because we can come up with a lot of things that feel urgent, that really aren't right. They're not the make it or break it things and. We find a lot with, on the sales side for clients, it's like getting new people in or calling people and making sure they're rebooking their next appointment or whatever that looks like. That makes a big difference in a business, so making sure those things are done right. The sales actions are often avoided by people, so those ones are big. And do you find that that when you do the big, okay, the big three and eat the frog, it just changes your whole trajectory of the whole day? It's so insane. I have been trying to do 10, 10 minutes and ten, ten, ten and 10, call people. Oh, this person said that you were interested. I'm just following up. And I don't know why we dread it, because we really need to look at it like, we are helping these, we're helping, you're helping people in the business every day. Like what a game changer you two are like, you literally could, it's the difference between maybe sending their child to college or maybe being able to have that flexibility to go to the school play instead of working for someone else that you don't have PTO, like it's everything. So I do find that. Eating the frog first changes the trajectory and I don't know what it is about the energy of just to start just doing it. Just one. Foot in front of the other, like the thing you dread the most. Let's just go for it. Let's knock it out. You're gonna be happy when you're done. Yeah. Instead of eating the dessert free. First the dopamine hit of checking it off the list. Uhhuh Okay. And I don't, I know you're younger, but tell me on your to-do list, are you on your iPhone? Are you, do you do it? What do you do? No, I'm paper. Paper. I'm so shocked. Your paper. But how it, it is so empowering that check. Like that scratch, you were like, like a strike through. Yep. Yeah. Yes. Well I tried all the different project management tools digitally and we have one that tracks our long-term projects and all of that. But I still will take from that and make my own written to-do list, so I get to check it off.'Cause I don't feel like I've accomplished enough. I'm just clicking the check like I need to. I need to feel it. What is that like? It's just like the best, and I even get really, I'm just like, I'm crossing this off. Yeah. It's so exciting, but it's everything. And I, that's another thing is that I, and I'm sure you do and I hope you do, but I feel like celebrating your wins is everything huge. Yeah. Yeah. I don't care if you, I went to, a man and a sales coach and a sweat hogs back in the day in New Jersey. And he literally said, every time you get a new patient, you have to go, yes or yes, or, and it's just and I know it just sounds so cheesy, but if you go in the mirror and you go way to go, you did it. You helped somebody. And I really want like reiterating that's a win for you, but it's also a win for your passion or your client because you are helping them and you really wanna reiterate, you're here to either educate or help their business or Yeah. Help their vagina. Like literally. Yeah. It makes a massive difference if you can. I will do like a wins list because you know those days where it feels really hard and you're like, this isn't working. I'm not getting any new patients or nobody's calling, the phone's not ringing, whatever that looks like for everybody, right? If you have that wins list of all of the things that you are accomplishing and all of the results you get for your. Patients, right? And you have that listed down, you can read that and be like, oh yeah, I'm a badass. I'm really good at this. This does make a massive transformation for people that transforms their lives, but then transforms their family's lives, which then transform, like that ripple effect. We don't consider ourselves that impactful as often as we need to. So making that list for those days where you're, dragging ass and you don't wanna do it or. It feels hard. Helps a lot. Okay. Tell I'm, this is the first I've heard about the wins list, but I love it. Love it. Tell me exactly what you do and how you do it and I'm stealing it. Yeah. You can do it two ways, so you can either sit down and go, okay. For each, let's say for you, for each service that we do. What did the clients get from that? So think through okay Georgia was in here last week, and what did that result for her? What did that mean? What did she come in complaining of? What were her issues? What was she trying to solve? And now has she gotten them solved or is she at the beginning of her journey of solving those issues? But if you make that list of all of the ripple impact. Her feeling better about herself, her feeling like her incontinence is better, which means she's more confident, which means she can go out and do things and jump on the trampoline with her kids, or go dancing with her friends and not feel like she needs 12 pairs of underwear or. S relations with her husband are better, whatever that looks like. If you can look at that and then like her marriage is more secure. Her kids are happier because the parents are happier and everybody's getting along. What does that look like long term? It makes it a lot easier to pick up the phone and call the next person to let them know you're ready to get them in. I have tills like that. I real that is so phenomenal. I love it. I. We should all do that. I'm talking like people that are teachers that are like, Ugh, I have to, I, well, God bless them.' cause I know, I don't know how they do it, but I don't either. I just in and in all. But I think that would be successful for a teacher that is oh, I have this, I have the Sunday don'ts, or I have the Sunday scaries, or I have the Sunday Blues. I do not wanna go in my classroom on Monday. But the fact that, I think of the teachers that were so impactful in my life and I love. I always wanna thank teachers and like for what they do,'cause God bless them, I couldn't. Yeah. But I love this Winslow. I am so stealing this. That is such a phenomenal thing to do. It's a good thing to do too if you've got staff or you've got, women that are working with you, whether they're staff or not, but as a collective to have that somewhere, like whether it's in the kitchen or the break room or whatever, to just have that on the wall to be like, oh yeah, this is a reminder of we're doing good work here. And it's really changing lives. Most people struggle on the sales side because they feel like it's some sort of a greedy. Like sleazy kind of situation that they're trying to get people to do something for money. That feels gross to people a lot, but if you turn it and say, no, this is what we're doing. We are changing lives, we're having an impact. This is what people are coming for. It becomes so not about the money and about the relationship and the outcome. It makes sales easier for everybody in an organization, so that can really change the trajectory of how people are thinking about it that are working with you as well. Oh, it's incredible. It's so incredible the wins list. I'm doing it today. And I think that would change the trajectory of everything, like if you had a sales team, because I know, some of my mistakes are like, we're not gonna exist if we don't have sales. And that was where opposed to this person had. Terrible acne scarring and the microneedling literally changed their life. Now they're so excited about their wedding and taking the portrait and going outside and not having to put five layers of makeup on anymore, and putting that winds list is really showing because listen, they're gonna do it. They're gonna do. You want them to go with you that's gonna really care about them and take care of them and have their best interests or because. They're gonna go somewhere, so they might as well be with you that has their best interests. Yeah. Or they might not end up anywhere because no one has educated them on it and then they just struggle with these things long term. Yeah. So yeah, I think there's both, I. Of that. Oh, you nailed it. And then, We always feel like, oh, is this shallow that we're saying that we're game changers by microneedling or ThermiVa or something? It's not. I've had these things done and they have changed my life in a profound way. Even microneedling, I was on Accutane twice, so I had such severe scarring all the way up into my thirties and forties, but that it. It's, it does change your life. I know there's worse problems out there. I wanna acknowledge that than my acne scarring or my incontinence. But, and, but to you, those things are a big deal. And I think, and to a lot of people, a lot of, yeah. Not you, specifically all of us, right. Have those insecurities or things that are just like those niggly things in the back of our brain that are constantly telling us something about ourselves and. We as women are so quick to apologize for that, right, or to make it small as if it's our issues are not important or not critical, and it's like the hell they aren't. Actually, how much more can you show up in the world if you're not worried about that little whatever that thing is in your head? If you feel better about it like that, you're taking action to solve it. Oh, you're so, you nailed it. It's so true. And I wanted to get back to women. I feel like we get this connotation about sales. Like it is, like we're getting showroom breath. Like we are used car salesman. We just got this connotation that where this is where I love, love, love the wins because, because it does show the ripple effect of how we do affect people and their families, and you feel better about yourself. But I think if we shift our thinking that we're not selling, we're just calling to see like how we can meet their goals. Because sometimes we can't. I'm gonna be honest. Sometimes I will say I wanna help you so bad, but surgery is probably more appropriate for you 'cause you have, a prolapse that's greater than the stage two or and I think that's really how we need to look at it. It's not sales. We're educating. We're trying to meet their goals. Because guess what, if I can't meet your goals, I'm gonna point you in the right direction to someone that can. And that's where making these relationships in the med spa industry, in the, cosmetic surgeon. Let's make these relationships because I might not be able to help you, but I certainly wanna point you in the right direction that someone's going to care about you as much as I do. Yeah, that is so critical to build those relationships as business owners to support you and to have somewhere to send clients that are just not the right fit for you. That assumption that I think all of us are operating in te in an integrity is so true. There's always bad players in every industry. They exist. But the vast majority of everybody out in this industry are really doing this from a place of love and a place of concern and a place of trying to better people. And I think we can lean into that. I. Yeah, I agree. I feel like as women we can really embrace each other. I feel like we had the connotation that like our competitors are our competitors, and this is, you know what? I have found in all my years, my competitors have been my best allies. We were like just having that conversation like, oh my gosh, are your employees giving you the blues like me, or has this ever happened to you? They want I, I literally had this on an application what what were, what are your requirements? And it would just meant salary. But they were literally said Starbucks, like they wanted Starbucks in their place. I was like, okay, requirements. And it was just so fun to talk to my competitors about are you getting these kind of applicants are, and then we just had the best time and or Oh my God, I ran out of Botox. Come on. Just sell me and I'll have it at the front desk. Or they have been my best allies. Are you having a slow, are you having a slow week? Yeah, something weird is happening. Just getting through. We had it where during the hurricane we had one of our competitors where I had my electricity and they came over and used my room. Like they, they're great friends. They're great allies that you don't have to look at them as a competitor because they're not, they're your friends. They just happen to be in the same field as you. Yeah. Yeah. Yeah, I think we need to like embrace that, right? That abundance mindset that there are enough people that are out there seeking your services. That if there's five of you all lined up in a 10 block radius, and in some cases that is exactly what it looks like, it doesn't matter. There are enough clients and patients out there that are interested for every single person, and it's going to be, they resonate with whoever they resonate with, right? I love that you said that because if you look at cars, if you go look at the dealerships, where are they? They are next to each other because they know. Yeah, absolutely. And having that inter, and we are a what, how 4 million, how many people do we, we're the fourth largest city and surrounding area in the nation, so how many people do we have? Like in, do you know a lot? Exactly. I have no idea. Exactly. Yeah. I'm like a lot. We don't have to have a mall. We don't have the capacity to have a mall, so there's Exactly. You don't have capacity. Yeah. Yeah. We wouldn't want 'em all because we, we can't have them. But I do think that we can either look at it like, oh my gosh, my area is so saturated. I'm like, no, that means that there is more people coming to my area that is wanting to do this. And guess what? They might not, they might be booked at one o'clock and I have an opening at one o'clock. It's really the, it's our mindset is everything. Yeah. We can look at it like, how many nail are out there? And guess what? I try to go get my nails done, and sometimes they can't take me and I'm gonna go to the next place. Yeah. Yeah. It's the same across the board, right? There's a, there's enough business for everybody, and having that in your head instead of I can't. Helps. I don't know if y'all have my same grandmother, but she was hardcore and she was all about your attitude and one of those people like, you're bored. That's not a word in my book 'cause I will find you something to do. But I think that life's lesson is what she said. If you think you can. If you think you can't. And that is. Just something that we all need to live by, but I think it's everything. I think that if we think we can. And if we think you can't. I don't know if you looked on your for you page for Instagram or Facebook Sometimes. Yeah. So me and my daughters did this. We were like, let's see what like mom thinks about all the time, and let's see about what, this one thinks about all the time. And of course, I had a lot of aesthetics. And I did have a lot of vaginas. I know, but I also had a lot of puppies and then they were like, you watch a lot of puppy videos. And I'm like, they're so cute. But if you look at your for you page, it's literally like our brain. If you start like that algorithm's gonna give you a lot of puppies. It's gonna give you a lot of, but if you start looking at really negative stuff. That's what's gonna be in your feed. That's, it's gonna be in your for you page. But our brains are that way. Our brains are meant to, well, one, they're gonna keep us safe. So risk taking is a little bit adverse for us. So we're going to, we're gonna be a little bit uncomfortable when we do take these risk in business, but that's where we're just gonna start journaling. This is, I've done this so far, I'm gonna take the next step. It's gonna be a little uncomfortable. We're gonna have that self talk. Because if we're complacent, we're not up to our potential. Yeah. Yep. Absolutely. Well this, we, I think we hit so many really great topics. And thank you so much for chatting with us. Thank you. And I love what y'all are doing for businesses because we came out as creative people and we are half, nine times outta 10. We're not business people. We wanna help people's lives and we want to do our thing. But that's why I will say. So important to invest in people like you because that takes it off our plate. Where we can be those creative people and we can help these people get back on the trampoline. Yeah. Yeah. Well, and this is my creative, so Yeah, exactly. And you love it. Nothing sounds worse to me than that. And you probably don't wanna be in people's business. No, but I could market it. We all have our strength in it. That's what makes this world go around such a beautiful place. Yeah. Yeah. So true. Well, thank you so much. Thank you so much. Thank you too for having us and doing what you do and keep up the good work. Yeah. So how can people find you? What? Thank you. Yeah. So I'm at www infusion body. In skincare.com, they can find us that way. And if they want, I can send them our app. They can give them, $50 off their first treatment and I'd love to talk to them. And everything we do is confidential.