Jonathan Mclean – Mclean Aesthetics

On the Power of Getting the Right People: “If you hire the best of the best people in your market that bring innovative ideas, are ready to hit the ground running, your business is gonna take off like no other.

Hiring can be tough. As a business owner, especially a business owner in the medical spa treatment arena, you have a lot to contend with. Keeping up with the latest trends, keeping an office and clinic space nice and marketing to bring in the clients. Adding in hiring a strong team and you have a recipe for burnout.

Jonathan McLean of McLean Aesthetics is here to help you with that. With his business and his growing pool of solid applicants in the aesthetic industry he has helped many businesses find the right employee for their aesthetic practice.

Jonathan takes us through the essential role of aestheticians in med spas, balancing injectables like Botox with overall skin health. We’ll also explore the art of building a cohesive team by aligning employee passions with company goals, a strategy that fosters long-term commitment and growth.
Jonathan shares his journey, from navigating the business side of aesthetics to providing sage advice on recruitment, employee retention, and leveraging social media to find top talent. We touch on industry trends, recruitment challenges, the importance of integrity, and the enormous potential within this thriving field.

Listen as Jonathan details his recipe for success in finding and retaining great people.

Enjoy!

Visit Jonathan at: http://www.mcleanaesthetics.com/

Authentic Business Adventures Podcast

 

Podcast Overview:

00:00 Curious about aesthetics business and client needs.
03:42 Research interests merge health, science, and pop culture.
09:08 Leveraging social media for job opportunities.
11:21 Dedicated professionals with extensive training and experience.
14:43 Med spa industry rapidly expanding with investment.
18:55 Verify legitimacy before med spa treatments, avoid danger.
22:33 Self-investment is crucial in medical industry careers.
25:51 Cultivate audience; clear job descriptions essential.
28:45 Add value and leverage industry’s audience for growth.
32:21 Research market competitors to set optimal pricing.
35:10 Hiring top talent accelerates business success.
37:12 Understanding clients, candidate qualification, setting expectations.
42:02 Align passions of employees with company mission.
44:01 Interviewing reveals psychological patterns and challenges.

Podcast Transcription:

Jonathan McLean [00:00:00]:
Every now and then you get somebody that thinks they’re bigger than the program. And I, fortunately, I don’t like to work with those type of candidates because it’s a team atmosphere in these med spas, unless you’re working doctor and you 1 on 1, there’s really not too much room for an ego.

James Kademan [00:00:15]:
You have found Authentic Business Adventures, the business program that brings you the struggle stories and triumphant successes of business owners across the land. Downloadable audio episodes can be found On the podcast link found at drawincustomers.com. We are locally underwritten by the Bank of Sun Prairie, Calls On Call Extraordinary Answering Service, as well as the bold business book. And today, we’re welcoming slash preparing to learn from Jonathan McLean of McLean Aesthetics. So, Jonathan, how are you doing today?

Jonathan McLean [00:00:44]:
I’m doing good. I’m doing good. It’s sunny where I’m at, and, yeah, I’m doing good. It’s amazing. How are you?

James Kademan [00:00:50]:
Nice. I’m doing very well. I appreciate that. Thanks for being on the show. Tell me just so that the listeners understand, what is McLean Aesthetics?

Jonathan McLean [00:00:59]:
Yeah. So McLean Aesthetics is a niche aesthetic recruiting firm. So what we do is we focus solely on aesthetic businesses like med spas, dermatology offices, plastic surgery offices. And really what the problem we focus on the biggest problem. So the core problem usually in those type of offices is talent and building a great team. So we focus on hiring aesthetic injectors, which is a new craze out in the market right now, and also dermatologists and plastic surgeons.

James Kademan [00:01:25]:
You know what? It’s interesting you say that about the new the injections and all that jazz. Yeah. Because I’ve Call answering service. We answer phones for businesses like this, the aesthetics business. That’s why I was really interested in the service that you offer because side tangent, it’s tough to hire people. What was interesting is these clients came to us, and I had to do a little bit of research. Like, what do you guys do? So can you for people like me that are cavemen, don’t quite understand all the injections and all that jazz that people pay a lot of cash for, can you elaborate on that whole part?

Jonathan McLean [00:02:03]:
Yeah. For sure. And that’s totally normal, honestly. I was just at a On, I think, this past weekend. I was talking to some of my colleagues, and they were saying that it’s only 7% of the market really buying aesthetics right now. That’s only 7% of yeah. So On that case, many people do not know about the industry at all, but it is a $1,000,000,000 industry. So that says a lot in itself.

Jonathan McLean [00:02:24]:
For aesthetics, what it really means is, I focus on really, like, clinics with non injectables. So injectables are, products that they inject into your face, such as, like, Botox or derma filler. So either, like, relax the lines or plump up, parts of your face. We also work with plastic surgeons that contour the body, liposuction, BBLs, things like that, and dermatologists that really focus on the skin and treating the skin.

James Kademan [00:02:51]:
Got it. How does a guy like you get involved with something like that? Because I’m just thinking that seems to be leaning towards the feminine, but maybe I’m I could be completely wrong there. I just if someone brings a needle to my face, I’m not gonna be the first one to be like, yeah. Let’s do this. I’ll pay you for it.

Jonathan McLean [00:03:08]:
A 100%. You know, it’s really crazy because I say when especially with entrepreneurs, I feel like the business choose you. You don’t choose the Business, obviously. When a lot of people look at me, like, well, how did you? Like, that doesn’t even make sense. But I was started off, working in under, like, an apprenticeship with a sales and recruiting expert. And, after COVID, things kinda got, you know, different, and I was laid off from that position. But during that process, he did allow me to kinda explore the market and medical and see what I wanted to do. Like, what did you wanna focus on? What do you might be a good sector? And I came across cosmetic dermatology.

Jonathan McLean [00:03:42]:
And I always say, if you, like, kind of interest in something, really just do your research. Go out into it, like, learn a lot more about it, and you might be finding something interesting. I found it so interesting because it’s, like, not only, like, health care, but it’s health care and science meet together, and it also matches with pop culture, which I found myself a lot, you know, interested in and really learning about the market on that too. So when I found that out, I I got more interested in it, and I just went full fledged with it. They’re going to conferences, started really learning about it, building On my team down in South Florida, and really taking over the market and, you know, building and providing that need to clients.

James Kademan [00:04:21]:
Interesting. We so one of the clients that we had, we don’t have many more. I don’t even know if he’s still around. He would post an ad online, and our phones would light up. And challenging part was he wouldn’t let us know that there was gonna be an ad, but I forget exactly what the ad said. It was something, I wanna say, geared towards weight loss. And then he also had some with vitamin c injections or something like that. It was interesting because the ad would go out and phones we’re talking, I don’t know, from maybe 20 calls a day to 20 to 30 calls an hour.

James Kademan [00:04:56]:
Wow.

Jonathan McLean [00:04:57]:
It

James Kademan [00:04:57]:
was insane how well the marketing worked. Yeah. Downside is once we set the appointments for him, he wasn’t always the greatest at showing up. So that didn’t work out so well. But talk about, whatever the marketing was dialed in. I don’t know if it was him doing it or if he had somebody that he was paying to do it, But people were interested in paying to either look better or pretend that they look better or aim towards that direction. It was it was amazing. We answer phones for a lot of different companies, and I’ve never ever ever had a company with marketing that worked that quickly.

James Kademan [00:05:32]:
It was like a light switch. It was crazy. Crazy. So is that what you’re seeing in the market?

Jonathan McLean [00:05:39]:
Yeah. I would say that’s exactly what I’m seeing in the market. You know, a lot of people speaking of weight loss, it’s so of weight loss, it’s so interesting because they have this big Ozempic phase right now. Everybody wants Ozempic or everybody’s on On. Right? And it just shows to speak that people really care about how they look and how they present themselves to the world. How you feel and the outside people approach you really builds up your confidence. So a lot of people you know, we started in Miami where it’s you know, everybody’s body conscious there, like, everybody. You know, everybody’s going to the med spa or dermatology or whatever office to fix this or fix that or change this.

Jonathan McLean [00:06:12]:
But slowly, that’s covering the whole United States. I can go to places like 10 Tennessee or Kentucky, and this industry is booming because people everywhere certainly, you know, become more conscious about how they look, how they feel, how they wanna feel, how they wanna be perceived to the world. So they’re willing to spend any money that they have, any money that they don’t have to get it done. Even during COVID, it it was this big thing called the Zoom effect. So people were looking at Zoom, and they were seeing their face. They were like, oh, I need to fix this. I need to fix this. Boosted up sales in this industry so much.

Jonathan McLean [00:06:42]:
So Really? Vanity in this, in, this market is huge. People people wanna Wow. Themselves.

James Kademan [00:06:49]:
So something like this I’ll tell you another really quick anecdote. I in office, we ended up getting rid of it during the pandemic or right at the pandemic when the the government said, hey. Funny story. You can’t be in the office anymore. Across the hallway from us was a woman that did, eyebrow threading or something like that. I didn’t even know what that was because I’m a Neanderthal and just like, what? Didn’t even think about eyebrows or eyelashes. And it turns out she’s super cool woman. She’s teaching classes.

James Kademan [00:07:20]:
She ended up subleasing her space because she was doing all this stuff. And I remember I was helping her with a computer or something like that. And I looked at her price list, and I was like, wow. That’s cool. Good for you. How often are people coming to do this? And she’s like, once a week, week and a half, 2 weeks, maybe. Like, people are doing that number times 4 every month. Well, no wonder you’re taking over my space.

James Kademan [00:07:45]:
That is incredible because I would see people come and go from her office. It was amazing, amazing to watch. And I’m like, maybe I gotta learn how to do this threading thing because she was she’s still printing money. It’s impressive. It’s impressive. So I totally understand what you’re saying about people, I guess, really, really interested On spending money to look good. So I guess that’s good. Right?

Jonathan McLean [00:08:16]:
Yeah. It’s it’s really good. And, I mean, the industry has never really got out of style.

James Kademan [00:08:20]:
Yeah. And it sounds like it’s a young industry, and there’s still plenty of market to really grow there. Right?

Jonathan McLean [00:08:26]:
I think Botox we really break it down. Botox was, like, the first, like, neurotoxin to be to my understanding, to be developed, and using on patients, and that was only 20 years ago. So you put that perspective of, like, transplant or other sectors of of health care, dialysis, whatever, it’s, I mean, night and day. I mean, 100 or, you know, 20 20 years ago, it was, you know, night and day.

James Kademan [00:08:49]:
Sure. Interesting. So how do you get involved in finding employees for places like this? Because finding employees universally for whatever type of business, has been a challenge. I would say it’s easing up a little bit now, but it’s still challenging. So how do you get in this specific industry looking for employees for this industry?

Jonathan McLean [00:09:08]:
You know what? That’s a good question. I think, you know, a lot of, this industry is ran by a lot of maybe, the older population. So they’re so, stuck of doing, like, the help wanted signs or maybe a ad online and things like that. And, you know, I’m part of Gen z, and I use more social media and leverage a lot of online presence to make the word out there. So it allowed me to get a build a community online and get a lot of different candidates that people would never even thought about or heard about. You know? I think a lot of people do want new jobs or want new opportunities or wanna level up in their career. But 1, they don’t know necessarily where the jobs are at, and then 2, how do I get access? Who are the gatekeepers? Things like that. So leveraging social media, creating a podcast, creating, content to really put out there, going to these conferences, creating videos, aligning yourself with people in your market.

Jonathan McLean [00:10:02]:
Those type of things help you to really grow on social media, which in turn helped me to really build a solid base of candidates that are looking for jobs, and a solid base of people that were willing to refer me candidates looking for jobs.

James Kademan [00:10:15]:
Nice. So you have to help me understand something about this industry. Is this a career where people get in this industry and they stay with it? I don’t wanna say forever because nobody stays in anything forever. But did they stay with it a while, or is this a stepping stone or a temporary or something where they’re I don’t wanna I guess I’m I have no idea what is involved in doing this. So I’m just like, is this something anyone can do? Do you have to go to school to do this? Do you have to be licensed? I have no idea. So I’m really curious about the market and what kind of people are applying, and do they stick around?

Jonathan McLean [00:10:51]:
For sure. For sure. So we mainly work with nurse practitioners and physician assistants. In some states, registered nurses can work and do this. In some states, they can’t. And On in there, I think, like, 2 states, aestheticians can do this. But that’s only, like, 2 in the whole United States. So because of that, most of these people that come and work have already completed around 6 to 8 years of school, and then they go ahead and get a certification on top of that to do aesthetics.

Jonathan McLean [00:11:21]:
So they’re putting hours and hours and hours and hours before they even first touch their first patient. And then on top of that, they’re putting continuous education more and more and more and more in each year, 1,000 of 1,000 of dollars of their own money that they’re making. So, yeah, the people that we hire are pretty serious about what they do. You know, a lot of them stay in their career for years years years. Again, it’s only 20 years old, so you gotta think about the market. It’s not like people have been in this for 50 years or, you know, things of that nature. So as the industry grow, I’m sure we’ll see, you know, how, you know, more data around it surrounding the topic that you’re mentioning. But as of right now, I could see a lot of people that I’ve known been 5, 10 years already.

James Kademan [00:12:02]:
Alright. Well, they went to school for 6 to 8 years to do something around this realm. I would hope just to be able to pay out the loans. They gotta find a gig that’s that’s doing alright for them. Yeah. Interesting. Exactly. So it sounds like those are people that aim towards health care universally somewhat.

James Kademan [00:12:20]:
And then do they steer this way because health care is somewhat of a mess and this is more lucrative, or why would someone go away from health care, quote, unquote, in the hospitals and clinics that way and come to something like this?

Jonathan McLean [00:12:34]:
You know, I think people understand that this market is way less relaxed than it would be in a hospital setting. You know, sometimes the hospital setting, you work 12 hour days. You’re patient after patient after patient. You know, everybody’s stressed, things of that nature. In a med spa setting, it’s very chill, relaxed. It’s an hour. You see one patient an hour. You know? You, are able to take your time.

Jonathan McLean [00:12:58]:
You’re able to people come in there, and they’re happy, they’re smiling, and they wanna be here. You know? This is fun. It’s a fun environment. People are sipping champagne. Like, it’s in our environment to be in to have a really good time. And internally, it makes the person that’s providing the service feel the same. Right? They feel great on your journey helping you to get to your confidence of where you wanna be. I mean, if we talk about, again, like, the weight loss stuff, people are going to get on these drugs, GL 1 p GLP 1 drugs, like Ozempic and Wegovy and things like that, transforming their life.

Jonathan McLean [00:13:30]:
Going from £300, like, 150, 160, you know. Half their body weight over, you know, a certain amount of time or, you know, 20% of their body weight over a certain amount of time. It’s helping the market so much. So, you know, people are really loving hey. I don’t have to be stressed in a hospital. I can have a family balance. I can still have kids. I can still only work Monday through Friday, 9 to 5, but still be in a healthcare setting and do what I love.

Jonathan McLean [00:13:54]:
And plus, make a ton of money because you do make a lot of the money. Right? Make a ton of money in what I’m doing.

James Kademan [00:14:01]:
Nice. That’s cool. As I’m thinking about it, I’m thinking the hours alone are probably way better because typical nurse at a hospital or something like that. I imagine that’s essentially 247. Yeah.

Jonathan McLean [00:14:14]:
Your

James Kademan [00:14:14]:
schedule, I’m sure, with seniority and stuff like that, it moves around, whatever. But the Monday through Friday, x to y, very easy and nowhere near the stress level. People aren’t being rushed in on a gurney, I suppose, or anything like that. So that is interesting. How many clinics, I guess, I don’t know if you know the stat or not, but I imagine the number of clinics that are available is going up. Is that safe to say?

Jonathan McLean [00:14:43]:
A 100%. A 100%. I mean, since I’ve started well, we only been doing this for 5 years. When I first started, it was a good amount of clinics, but, a lot of people were still doing, like, aesthetics On the plastic surgery office. Coming into year 5, about to hit year 5. Coming into year 5, I see so many medspots, so many medspots chains, so many venture capitalists coming into this industry, buying up big, big centers and transforming them. When you see a lot of VCs in the in the industry, usually you can tell it’s doing really well and it’s expanding. So I think the med spa, the aesthetic industry, the injectable industry is expanding so much and has so much more room to grow.

Jonathan McLean [00:15:24]:
And I can’t wait to see.

James Kademan [00:15:26]:
That is cool. That is very cool. So you mentioned franchises. There’s franchises for this stuff?

Jonathan McLean [00:15:33]:
Yeah. There’s franchises for this stuff. I mean, we could start off with the ones that have been around the longest, like, ideal image, which a lot of people go to. Kinda like the first like, if you’re a first patient and, you’ve never did Botox for a lot of people who seem to go to Ideal Image, they have a lot of, ads running out there. They treat a lot of, areas that are regulated by the government. And then now we have newer franchises that are focused on, things like HRT, which is hormone replacement therapy, which is huge. If you guys are over the age of 30, definitely check that out because it will change your life. And then also focus on aesthetics too.

Jonathan McLean [00:16:07]:
So I see that a big wave, but there’s so many franchises. Yeah.

James Kademan [00:16:11]:
So you you mentioned a few things there. And normally, I consider myself a pretty smart person. Yeah. In this conversation, I’m like, I swear this guy speaking Chinese, man. What is HRT? You said hormone replacement therapy?

Jonathan McLean [00:16:26]:
Yeah. Hormone

James Kademan [00:16:27]:
replacement. What is that?

Jonathan McLean [00:16:28]:
It’s amazing. It’s a life changing thing, I swear. So a lot of times as we grow, we go we hit this thing called On, men and women. I just not Call it menopause for men, but it’s called something else. And when that happens, usually your trust testosterone levels drop. Right? So that makes you feel sleepy, tired. You can’t really go through you don’t feel like when you were when you were 21 or 25. Right? Didn’t really work out.

Jonathan McLean [00:16:50]:
Sex isn’t really great. So you go and you get that replaced. Right? And they can either give you pellets or there’s other ways to, give you that medication. And once that’s in your system, it raises your testosterone levels to levels that it should be at, and you feel so much better. You feel like you were maybe at 25, you know, where all those things that I just mentioned are back at the normal levels, and you can really hit the ground running.

James Kademan [00:17:16]:
These are you said pellets. Is that like a Call? Or

Jonathan McLean [00:17:20]:
I think I’m I’m not a provider, so I can’t really tell you, but I believe they’re inserted into you.

James Kademan [00:17:25]:
Okay. Orally or other ways?

Jonathan McLean [00:17:29]:
I don’t wanna get into that because I don’t wanna give you any wrong information. But I’m sure if you guys can do it, they they have it. And also if you don’t On do the pellets, they, I think they have something oral that you can take. I believe so. But again, check with your provider for that.

James Kademan [00:17:42]:
Gotcha. Okay. Interesting. And is that exclusively a testosterone booster thing or are there estrogen boosters or, I don’t know, other hormones?

Jonathan McLean [00:17:51]:
No. No. No. So, I mean, men and women need testosterone for sure. But depending on your gender, they do have other pro you know, plans as far as, like, which HRT to give you and things of that nature. For sure. For sure.

James Kademan [00:18:04]:
Interesting. Alright. Now tell me about the legal side of this from a, I wanna say FDA. Like, do they get into this and say, hey. This is regulated, or is it one of those where, like, the herbal supplements that you see where they’re just like, hey. This is a thing, and we’re pretty sure it does this, but no one’s ever actually tested it kind of thing.

Jonathan McLean [00:18:29]:
For sure. It’s super regulated, especially in America. That’s why, you know, a lot of people see, like, a lot of people making money off this and they just wanna jump into it. Wouldn’t highly recommend I would not recommend that unless you like really are with a lawyer. I really understand what you’re doing because you don’t wanna get into those new lawsuits. But yes, it is regulated by the FDA. As far as injecting is concerned, there are certain areas that they, approve, certain areas that they don’t approve. People still practice them.

Jonathan McLean [00:18:55]:
It’s just not cup you know, it’s higher risk higher risk. So, yeah. And then the certain products that are FDA approved, a lot of people, especially in Miami, have a big kind of black market scene. So people get their products, not On providers. I’ve seen get their products from like Amazon or something that are very dangerous Call cause like very occlusion. I’ve seen like disformed face facial figures after. So just be careful if you are going to a med spa access, see their lot number, access, see the medication before they inject it, know your knowledge, research the knowledge, before you go into any med spa and get injected by anybody.

James Kademan [00:19:34]:
Alright. That’s fair. That’s fair. So when it comes to these injectables and pellets and all this jazz, how many manufacturers are there? Is it a few dozens, 100?

Jonathan McLean [00:19:45]:
I would say they’re about like 5 that really, cover everything. Okay. And you would be surprised because, probably a lot of the products that you use every day are covered by the same companies that, provide injectables and things like that. But nobody really pays that attention, but like MERS, Galderma, Allergan. Those are just a couple to name a few, but I think it was like 5 or 6 that really runs the whole industry.

James Kademan [00:20:14]:
Got it. Okay. So there’s not a whole lot of guys in the garage cooking up some batch or whatever.

Jonathan McLean [00:20:20]:
I don’t think not. If that is the case, run, run fast.

James Kademan [00:20:23]:
Okay. Yeah. Sure. We’re certified. Yeah. It’s all good. So how you mentioned social media. Let’s shift gears to finding the employees.

Jonathan McLean [00:20:33]:
Yeah. For sure.

James Kademan [00:20:33]:
So let’s say somebody’s got one of these med spas and they’re like, hey, I need another person. And they come to you and they’re like, Jonathan, find me a person. You get on social media, just tell me the story about how you find someone in that location because it’s not a work remote job. That’s an in person at this clinic kind of thing. So how do you go about finding people that fit that role?

Jonathan McLean [00:20:56]:
Yeah. No. That’s a good question. If a client comes to me, well, we do a first we do a intake to really understand who you what what type of client that you are. Right? Because not every med spa is the same. Now now in relation to when it comes to, like, location and kind of finding that perfect person, Because we were doing so long, we have a database full of thousands of candidates. So it’s pretty easy to send, like, a blast. Hey, Luke, who’s looking in this area? Who’s looking in that area type of thing.

Jonathan McLean [00:21:18]:
Outside of that, we’ve cultivated, like, you know, groups that would inside of social media, such as Facebook, Instagram, LinkedIn, that we’re able to put like messages out there. People are able to reach out. And you know, just industry friends that, you know, we can talk to see who may be looking, things like that. It’s a very upscale service, meaning, people the candidates look for a high experience, so we’d like to provide that with them. You know? Like I said, they’ve been to Call 6 to 8 years. They’re doing a job where they’re probably going to produce $1,000,000 for this company in a year. They wanna be treated well, so we wanna treat them well.

James Kademan [00:21:57]:
Nice. So I imagine well, maybe I shouldn’t even imagine. Let me just ask you. Tell me about turnover at these places. Are they hopping from place to place, staying in the industry, but moving from clinic to clinic?

Jonathan McLean [00:22:11]:
You know, a lot of them, are because they’re trying to find the right place. Again, it’s only been around for 20 years. So some of these places are ran like the wild, wild west. They don’t have the typical HR. They don’t have the typical benefits. They don’t have the typical things. Some of the companies are where I ran very well. And if, you know, coming from a hospital, you can just slide in there and you’ll feel very comfortable.

Jonathan McLean [00:22:33]:
So that could be, you know, this is an industry where it’s not like you’re gonna get trained 247 when you’re in a clinic. You have to invest in yourself to learn. You know what I mean? You’re counting on really yourself, your medical director that may be 50 miles away or yourself, in that moment, in your knowledge, in the past. So a lot of providers might come out of college a year or 2, and they’re like, Hey, I don’t feel comfortable injecting on my own because I’ve only been out of school for 2 years. You know, I On to be around other providers and things of that nature. So it’s very important that, you do your research when trying to find a job and understand that, because if not, you might be jumping around until you find the perfect place. But if if they’re in a good place, I don’t see them really leaving for a long time.

James Kademan [00:23:14]:
Alright. And tell me about the relationship that the client has with the would you call them a nurse, or what would you call them? Yeah. Okay. So a client nurse, I’m picturing this in my mind, having not been to one of these places, so I I apologize if I saw it ignorant.

Jonathan McLean [00:23:30]:
You’re good.

James Kademan [00:23:31]:
But you think of massage, acupuncture, chiropractic, places like that, if that person that whatever, the person that’s actually doing the service, they move to a different place. A lot of times their clients will follow them because there’s relationship there and they understand, like, hey. You know my body, whatever. You know where to stick the needles, all that jazz. So with something like this, when people when nurses move to a different clinic, are a lot of their clients following them?

Jonathan McLean [00:24:00]:
Yeah. I mean yeah. Honestly, if they’re not farther away, like, they’re not distance away. Yeah. I’m gonna yeah. A lot of people are Authentic to find you know, when they find somebody great, they wanna stick with them. Just like, us men, we find a great barber. I wanna stick with the barber for a long term or somebody that, you know, so they wanna stick with the injector that they’re working with.

Jonathan McLean [00:24:21]:
And there used to be this thing called non competes, You know, due to the new administration right now in government, their non competes are kinda banned in all industries. So

James Kademan [00:24:30]:
Yeah. It’s kinda up and down. They changed their mind a few times a week on that one. A lot of court cases.

Jonathan McLean [00:24:36]:
Yeah. So that kinda changed a lot in the industry, because that prevented people from saying, hey, I’m moving to down the street. I’m moving over here. Again, you should it’s all this is a social media industry. People are gonna find you. They’re gonna see what your work, even if you don’t tell them, Hey, I know Sarah objecting my face so well, I’m gonna find where she’s at. I’m gonna go to her anyways. Because I like the, you know, the interaction that we had together.

James Kademan [00:25:01]:
Alright. Tell me, you keep mentioning social media, and I’m so curious about this.

Jonathan McLean [00:25:06]:
Yeah.

James Kademan [00:25:07]:
Because we look for employees the old fashioned way, slapping an ad on the any of the websites where people go to look for jobs, hope for the best. Usually, we get hundreds of applicants and maybe I think our ratio is about 12 to 300. 12 good for every 300 applicants. Yeah. And when I mean good, I mean good enough to take to the next step of a video interview. Not necessarily good enough to hire and that’ll whittle it down. That funnel gets short really quick. So social media, do you just put a little blast out there that says, hey, man.

James Kademan [00:25:44]:
We’re hiring. Or tell me about the social media aspect from, what are the posts going up?

Jonathan McLean [00:25:51]:
So I think one of the biggest things is, first, you have to cultivate an audience. Right? You just if you’re following everybody from every industry and you put a post about a job, I mean, how many people are you really gonna get? And are they gonna be any good? Because they’re not even speaking the type of language that you’re speaking. So cultivating that audience is first. I think second is really, building the job description or building the post that people can understand. 1 year of experience must do this, must do that. So people know, hey, if you don’t even have that type of experience, don’t even apply. You’re not gonna be a good fit type of thing. Once you do those 2 things, I think it makes it pretty simple to get the kind of candidates that you wanna get On this industry.

Jonathan McLean [00:26:26]:
Luckily, like you said, 300, you may get, even if you put an ad on an indeed or whatever, you’re not gonna get 300. You may get 50, not at 50. You might find On that’s kind of good, and she might not even show up for the interview. So it’s really important to use all the resources, all the avenues, and again, cultivate, an audience in in the industry that you’re working in.

James Kademan [00:26:50]:
I love I love that you said that they may not even show up to the interview. Because there was a time when I first hired, and I had somebody not show up to an interview. This was I don’t know. We’re probably talking a long time ago. Two digits. And I was like, what did I do wrong? Did I not give him the address? Like, what happened? And I started talking to other business owners, and they’re like, yeah. That’s a thing. Like, what do you mean that’s a thing? I wouldn’t even dream of not showing up to an interview that I got.

James Kademan [00:27:20]:
Like, I had to do everything I could to get that interview. Mhmm. That’s like going to the the restaurant and being like, hey. I’m not hungry anymore. Like, what? You did all this stuff. You came here, blah blah blah. So it’s so interesting that there’s people in every single industry where they just flake on the interviews. Not good.

Jonathan McLean [00:27:40]:
Well, thanks, but it’s especially if the industry is upside down, meaning the candidate know there’s tons of jobs, and there’s not as many people that can provide that service. When they know that, yeah, they’re they’re gonna be very choosier. They might change their mind halfway through or the day of, and I don’t feel like doing this. I’ll get another interview tomorrow. It doesn’t matter. That’s obviously not the right way to think or the approach to take as a candidate. And there’s many reasons why. You might burn yourself long term.

Jonathan McLean [00:28:07]:
Things might not work out. X, y, z, things like that. But yeah. Yeah. That tends to happen.

James Kademan [00:28:12]:
Just being a good person universally. Right?

Jonathan McLean [00:28:16]:
Sure.

James Kademan [00:28:18]:
It’s interesting. It’s just different dynamic, I guess. So how do you gain the following? Because you’re, I guess, social media following. You’re after people that have gone to school for this that would be qualified whether they’re looking for a job or not. They’re they have potential to be an employee for one of your clients. How do you target that audience? And get them I should say let me caveat that. How do you get them attracted to want to follow you?

Jonathan McLean [00:28:45]:
Yep. I think the biggest thing is just 2 things. 1, add value back. So start 1, day 1, no followers. Find stuff that you think you’re following would like to see, and start making those videos to, attract that. And then thing 2 On number 2 is to leverage people in your industry’s audience. So I’m in the aesthetic industry, you know, I do interviews or I do I’ll go into a Mexico and film the video, collaborate, flow posts with them, leverage their audience, get people to understand that I’m in the market too, and this is what service and this is the value that I provide. Would you like to be entertaining? Would you like to know more about what I’m doing? So I think those two things are key to building any audience in a special industry.

James Kademan [00:29:24]:
Alright. Very cool. Tell me, you said you’ve been doing this for 5 years?

Jonathan McLean [00:29:28]:
Yeah.

James Kademan [00:29:29]:
Is that right? It’s a big hurdle. So that’s cool.

Jonathan McLean [00:29:32]:
Yeah. Yeah. Yeah.

James Kademan [00:29:33]:
Really big really big hurdle. Tell me about the challenges that came across as you started your business that you didn’t necessarily anticipate.

Jonathan McLean [00:29:41]:
Yeah. I think a lot of it, came from the back end for me mostly. So like I said, when I first started, I was doing a lot of conferences, and I had a mentor, and I kinda did, like, an apprenticeship. So I knew a lot of, like, the how to get clients, how to get candidates, how to make business happen. But, like, having a lawyer, a business tax accountant, LLC benefits, things like that that I had no idea that I just kinda had to learn On the fly, and I’m still learning about certain things. But I think that’s the part of business that’s kinda, like, less sexy that people don’t really put so much attention in that really you should.

James Kademan [00:30:18]:
Fair. I joke with people that when you tell people you have a business, they just assume you have a yacht. There’s a helicopter on that yacht that just as soon as you start your Business. And, like, where do you want us to park your yacht? And I learned that that is not exactly how it works.

Jonathan McLean [00:30:33]:
Is there

James Kademan [00:30:33]:
time if you do it right, but not right away. Tell me, when you are you got your business going and it’s starting to work, you’re starting to gain some traction, do you have any success stories from things that worked out even better than you did anticipate? Well, I

Jonathan McLean [00:30:49]:
think my first my first actually deal is the biggest success story, and I always think about it. And I forward with this client to the day. But when I actually left, my last job, I left my last job and I had all this information and, like, COVID was hap pandemic was happening. I didn’t really know how to, like, formulate this information, so I was just like, okay. I’m just gonna go find another job. So I got a little job at a law firm, and I hated it. Oh, it was one of the worst jobs. And not because it was a bad job, but it just wasn’t me.

Jonathan McLean [00:31:16]:
It wasn’t in my DNA. So it just I just hated going. So in the back of my mind, I started building this company, just reaching out to clients that I have known in the past, things like that. And my first client, I did the interview, and he called me one day. I was at the law firm. He was just like, yeah. I wanna hire her. Like, how do I pay? Like, how do I pay? He paid that day.

Jonathan McLean [00:31:37]:
I left that job, and I never missed a deal after that. I mean, the deal just kept going one after the other, after other, and after the other. I never stopped to this day. Clients after clients after clients. So, yeah, that’s Business. Yep.

James Kademan [00:31:49]:
That’s cool. So that’s a great segue here because I wanna talk about pricing. We don’t wanna talk about actual numbers, but just how you charge. Is it similar to, I’m thinking like a temp service where they charge a percentage of the hourly, where the person’s actually an employee of yours for a little bit until the clinic’s sure that they’re they’re Call, or is it more like headhunter where it’s percentage of salary? Like, how do you 1, how do you charge? And 2, how did you figure out how to charge?

Jonathan McLean [00:32:21]:
Yeah. I think one of the re well, I’ll answer the first part, first. So how do you figure out how to charge? Right? You have to do data specific. You have to do like, you have to really do your research on the market. What are your competitors charging? How do they charge things like that? Unfortunately, you got to understand that. So you can kind of put your foot in there, whether you’d be higher and lower or the same. So I had to do that research, really figure out talking to clients, what are they charging you? How are they charging you? What are their non competes? I mean, non, their guarantees, what are their offering? Once I figured out that information, I kind of figured out where I want it to be in the market and how I want it to position myself. Just to give you like some inside information.

Jonathan McLean [00:32:56]:
I’m not the top, like at the highest rank. But I’m very far from the lowest amount of money that a client would charge. And that’s just because I wanna give a service of value, a long term partnership with the businesses that I work with. And, you know, that’s just On I work it with them. And how do I charge? Was that the second question?

James Kademan [00:33:17]:
Yeah. Well, essentially yeah. How do you charge? So if a clinic comes to you and they’re like, hey. We need 1 person On I don’t know. Maybe sometimes they come to you and they need 3 people. How do you charge them? Or how are they ending up paying you, I guess? Because they also have to pay for that employee or those employees, I should say.

Jonathan McLean [00:33:36]:
Right. So they do we only do direct hires here, so direct placements. So that means that the candidate is automatically working under you. They have no association with us once they get hired. We do a flat rate fee, so you just pay On fee. You get a 90 day guarantee on that candidate, and that’s pretty much how it goes. We have add ons depending on the client. Like, if you wanna necessarily maybe you’re a newer spa or newer practice.

Jonathan McLean [00:34:00]:
You wanna get, like, compensation benefits. You wanna understand the job. You know, how to retain them, how to make them stay for a long time, different factors. We Call also offer that too. Nice.

James Kademan [00:34:12]:
That’s cool. That’s interesting. Tell me and I think that I know the answer to this, but I wanna ask you as well. As we’ve had clients that are like, oh my gosh. I can just hire a receptionist instead of having you guys. And I always think, man, good luck. Good luck. Maybe in 5, 10 years when the market shifts a little bit, that’ll be more of a thing.

James Kademan [00:34:34]:
Maybe AI will be a thing where we don’t exist anymore. Who knows? But it’s interesting. I imagine there’s clinics that are just like, I’ll hire someone my own. Tell me what you have seen, I guess, in that regard with other clinics trying to go down that road.

Jonathan McLean [00:34:47]:
Yeah. I think it’s an investment one. You gotta understand the investment. And we do talk to some 90 I would say 90% of the clients, luckily, understand what we’re trying to do. And they either, 1, they can’t afford it at this very moment, which I make them, I help them understand why they can’t afford at this very moment. But some of them, maybe you think they can’t afford at the very moment. Or most of them really just be like, okay, I’m ready. You know, I’m ready now.

Jonathan McLean [00:35:10]:
Let’s just do it. Now the 10% that don’t understand, usually within a couple of months, they come back and say, hey, I wasted a bunch of money. I should have just hired you in the first place. Give my number out to every one of your clients, so if they’re in the position trying to decide, this is why they should hire you. Because it like, it is an investment, but do you think about it right? Your business only can go as far as the people that work with you. So if you’re hiring people that are not good, not understanding, not you’re just wasting money, wasting time and stifling your business from growing. If you hire the best of the best people in your market that bring innovative ideas, are ready to hit the ground running, your business is gonna take off like no other. And that that small investment that you invested to find a great employee will be nothing to you because you will make that back in the littlest of time.

James Kademan [00:35:59]:
I love that. I love that. I love that. I love that. Get the right people, man. That is the name of the game. Yeah. So tell me I wanna ask a little secret here as far as interviewing goes because I imagine you have to reach out to the potential candidates.

James Kademan [00:36:14]:
Yeah. And you gotta kind of vet them to make sure, 1, that they got the education. 2, they got the skill set. But 3, I imagine there’s personality and culture that they have, but also that they fit the culture of the clinic. Because because I imagine there’s clinics that are push men, shove them out, and there’s others that are more have a glass of champagne, have a hot towel, relax a little bit. This is a this is an enjoyable service, not just a a butcher shop or something like that. Tell me, how are you questioning or interviewing the people that are potential candidates to figure out who’s a good fit to go where?

Jonathan McLean [00:36:49]:
No. It’s a good question. I think it first start off, and I guess that really starts off with the intake of the client, understanding who the client is, and what they’re looking to bring in the table. Where they’re looking ahead with their company. Some people are just like, hey, I just want somebody to come in and handle all the people in marketing. I don’t care about their life. Just like one after another after another after another. And some candidates who wanna make money, they don’t care about work life balance.

Jonathan McLean [00:37:12]:
And then we have another sector of the market that really understands, longevity, and really understand Call service and really want to provide that because they know what that means to the client and how they can grow, their business. And some candidates are looking for that. So it’s really understanding first the client and what they want out of their business. And the second, putting the candidates through 3 tests. So On, they go through a test well, it’s not really a test, but qualification with the recruiter. So the recruiter asks them basic questions, such as, you know, level of experience, what they’re looking for in their next opportunity, things like that. And then they do a, a FaceTime or a Zoom with us. So we can get a more of an understanding with them and just really tell them On break it down to them the expectations before they go into the interview.

Jonathan McLean [00:38:01]:
After that, then they meet with the client, and they can talk a little bit more with the client and go into that.

James Kademan [00:38:06]:
Got it. So when this candidate is meeting with you or with your recruiters

Jonathan McLean [00:38:11]:
Yeah.

James Kademan [00:38:12]:
That’s remote. Right? That’s over something like this?

Jonathan McLean [00:38:14]:
Yeah. Like this. Yep.

James Kademan [00:38:16]:
Okay. And then they’re meeting the clinic owner, whoever’s hiring them or potentially hiring them. That’s in person? Yeah. Got it. What are some of the things that you look for that are like, mm-mm. This isn’t good fit? I would say, let’s just say universally for any clinic or client of yours.

Jonathan McLean [00:38:36]:
Yeah. Someone that’s not willing to grow. This is a very involving industry. So if you’re like, I don’t like this. I don’t wanna learn about this. No. I don’t believe that. Probably not going to be a good fit because things are going to change very fast.

Jonathan McLean [00:38:46]:
You gotta be ready to do that. And then to someone that’s, you know, kind of full On like a diva or full of themselves. Every now and then you get somebody that thinks they’re bigger than the program. And I, fortunately, I don’t like to work with those type of candidates because it’s a team atmosphere On these med spas, unless you’re working doctor and you 1 on 1, there’s really not too much room for an ego. So you really have to be willing to hit the ground running with the clinic, understand, you know, what you can do, what you’re capable of, what you need training of, not too confident that, hey, I just learned this. I wanna do it tomorrow and just not, you know, knowing the steps. Really putting the time and education, like I said, spending your own money to really get to be the best you can.

James Kademan [00:39:29]:
Alright. Very cool. So no diva. I thought you were gonna say you’re looking for divas. Boom.

Jonathan McLean [00:39:36]:
No. No. We need to hire we need people that are part of the team. Team is the biggest thing in this business.

James Kademan [00:39:42]:
Alright. So for a typical clinic, how many employees are there?

Jonathan McLean [00:39:46]:
I would say usually a typical clinic. It depends on the size, but I would say a average On, maybe you have 2 injectors, a manager, an aesthetician, and a front desk.

James Kademan [00:39:55]:
Okay. And is there you mentioned the word doctor. Are there doc like, doctors involved? Like, doctor went to school for 12 years, doctor kind of thing?

Jonathan McLean [00:40:05]:
Yeah. So a doctor has to do, that and the doctor part of it too. The doctor has to be the medical director of usually of these clinics. So a doctor really just signs off on charts, oversees the clinic, from a medical standpoint and, you know, call if they have, emergencies or they might need some advice or something. Some usually they’re not in the clinic every day, but, maybe like once a week or once a month or a couple of times a month, not once a month, a couple of times a month to kind of check-in and see how everything’s going.

James Kademan [00:40:35]:
Call right. So they’re just coming in that rarely. Do they have jobs or businesses elsewhere? These doctors?

Jonathan McLean [00:40:41]:
Yeah. Usually they, so in the meds, you usually only a plastic surgeon or dermatologist can be a medical director. So usually they’re either working at another business as a full time dermatologist or plastic surgeon, or they have their own practice. And they’re just like, okay, you know, I’ll supervise yours while I have my own.

James Kademan [00:40:58]:
Oh, gotcha. Okay. Interesting. And we’re talking about doctors, went to school for many years, have loads of depth to show for it kind of thing.

Jonathan McLean [00:41:06]:
Yeah. Plastic surgeons or dermatologists, for sure.

James Kademan [00:41:09]:
Alright. Interesting. Tell me about the aestheticians. Are you hiring them as well?

Jonathan McLean [00:41:14]:
Very rarely, to be honest. If a clinic needs On, I can definitely do a private search, but it’s not something that we just have so many jobs out there for. But aestheticians are very important to any med spa. There are people that do the facials. They also might do derma planning, things like that for you. They’re very, it’s a compliment to injectables, right? So you don’t want to get Botox and your skin is like smooth, but then you have all these acne and stuff, right? You want to be able to have both. So you go see the aesthetician, get those facials, get recommendations on what products you should be using daily, get recommendations on how to, you know, maybe repair some things that you’ve you know, not confident the most about your skin.

James Kademan [00:41:55]:
Got it. Alright. That is cool. That is very cool. Tell me about your team and how you’ve hired for your team.

Jonathan McLean [00:42:02]:
That’s a good question. It took, some time to really perfect the right team, but really understanding what the mission of each employee. Like, what is your mission in life? And what I mean by that is what are you passionate about? I understand you want to work with me, but what else are you passionate about? How can I help you to thrive On what you have going on? I think that’s important because a lot of times we just hire people and they’re like, Hey, okay, you just want a job. You want to make money. And that might work for a whole month. It might even work for a year, but I like people to work for a very long time and be invested in the job, you know, just like I’m invested in. And I think when you really get to know the type of person, one, what, you know, what they’re like and what they value the most, it helps you to align, you know, what you value most in your company.

James Kademan [00:42:45]:
Yeah. It’s fair. That’s fair. It’s interesting because I was taught to ask a question, to potential candidates. Let me think how it goes. It was, where do you wanna be in 3 or 5 years? I think we just said 3 years because 5 years to me seems like a very long time. Where do you wanna be in 3 years, and how do you want this job to help get you there? And it’s interesting because I used to ask that to candidates, but I stopped because I met a lot of people that just did not have goals. They were just it was day to day.

James Kademan [00:43:21]:
And when I asked them, essentially, you know, what are you aiming towards? Like, what’s goals in life? Whatever they are. How’s vacation? Take care of kids. I don’t whatever it is. I don’t care what it is. It’s up to you. Right? That’s your life. I just wanna make sure that this is a job that will help you get there so you can help them achieve it. And it was interesting how many people are just like, what? And they just looked at me at this.

James Kademan [00:43:46]:
Like, can’t you just ask me about strengths and weaknesses or something like that? And I had to stop asking it because it was, I would say, man, 95% of the people just gave me this. Like, what? I need a job to pay bills.

Jonathan McLean [00:44:00]:
Yeah. Like, isn’t

James Kademan [00:44:01]:
that enough kind of thing? Like, alright. I I suppose we could ask that too. What bills do you have? Right? It was just a interesting I don’t know. I don’t know if you found this. I imagine you have a little bit. When you keep interviewing all these people, whether it’s on podcast or for a job or whatever, it turns into somewhat of a little bit of a psychological test where you start seeing patterns. You’re like, man, there’s a group in the world that’s challenged. I just I understand there’s a lot of negativity with that people have.

James Kademan [00:44:37]:
Or if you don’t have any goals, you don’t really have a reason for the job except to pay the bills. That’s it. So kudos to you, man, for asking people that. That is that is incredible. Tell me, have you gotten any good answers?

Jonathan McLean [00:44:52]:
Yeah. I get tons of really good answers. I think a lot of people that I work with on my team are on a usually on a goal to really succeed in something they’re passionate about, but they love, you know, a lot of people that come and they’d be like, 1, they start off like, wow, the anesthetic industry is super interesting. I’ve heard of it. I On be a part of it. That’s the first step. So I peaked her interest as far as the industry. And then, you know, understanding their goals.

Jonathan McLean [00:45:16]:
I’ve got a lot of people that my last assistant, she was, she wanted to open her own hair salon And, we were working together. She was really good, really good. But Authentic mentioned she went to Call, I’ll open her own hair salon after a couple of years. So it’s really understanding what your goal is. How can I help you to get there and how can you be an asset to what I have going On?

James Kademan [00:45:39]:
That that last part, that is so interest it’s super interesting that you said that because I feel like that’s one thing, one major piece that people universally are not understanding. I try to tell my crew this, I don’t know about every day, but often. Said all it’s all about value. The value that I provide you from a job point of view, the value that you provide me, and more so, arguably, the value that you provide our clients and their Calls.

Jonathan McLean [00:46:10]:
Yeah.

James Kademan [00:46:10]:
It’s like that anytime that we’re that it gets off kilter, where the value is higher than what we’re being paid or vice versa, we’re paying you more than the value you’re offering. We gotta make a change. Right? But that’s education or or just walking away, whatever it is. But it’s all about value On everything you do. So that’s cool that you asked that to help them understand. Look. This is everything’s rainbows and moon beams, but in the end, this is a business. Transactions are happening and on both ends.

James Kademan [00:46:44]:
Right? Employer employees. So we both have to offer value to each other. Instead of the employees always saying, like, what can you give me? What can you give me? Authentic. I love it. So, Jonathan, where can people find you?

Jonathan McLean [00:47:00]:
Yeah. So everybody, if you’re you wanna ask me questions, you’re interested about what I want and what I’m doing, or maybe you are able to inject, and you want a job, you can hit me on Instagram or follow me on Instagram at Jonathan McLean, j o n a t h a n m c l e a n. And I’m pretty sure if you go to any social media sites such as YouTube, Instagram, Twitter, you can look up that name, and that’ll pop up. And then we also have a podcast called Aesthetics Talk. Check that out on Spotify. And yeah.

James Kademan [00:47:32]:
Aesthetics Call, that’s t a l k. Is there an s at the end or not? No. No. Okay. Aesthetic Talk. That is awesome. Tell me about your podcast really quick.

Jonathan McLean [00:47:42]:
Yeah. So Aesthetic Talk is really built for injectors in the community. A A lot of times when I started this industry, I was getting a lot of questions from candidates like, wait. I’m trying to ask so many people. People are gatekeeping. I can’t get in. How do I get in? It’s so hard. I wanna give up.

Jonathan McLean [00:47:55]:
And I couldn’t sit with every single person to tell them. So I created this podcast and bring on really experts On the industry. Talk about how they got in, how they became successful, how they leveled up from maybe they were injected for 5 years, they wanna start their own business, or they wanted to be, speaking, wanna get in the speaking route, or products and stuff. So we talk about everything, all aspects, from behind the scenes, talking to CEOs, to the actual candidates and injectors in the market and things like that.

James Kademan [00:48:20]:
That’s awesome. Aesthetic Call. I Call have to check that out because I imagine there’s tons for me to learn in this industry and just out of pure curiosity. I love it. This is cool.

Jonathan McLean [00:48:31]:
Yeah. It’s a fun time.

James Kademan [00:48:33]:
Jonathan, thank you so much for being on the show.

Jonathan McLean [00:48:35]:
Thank you.

James Kademan [00:48:37]:
This has been Authentic Business Adventures, the business program that brings you the struggle stories and triumphant successes of business owners across the land. My name is James Mclean, and Authentic Business Adventures is brought to you by Calls On Call, offering call answering and receptionist services for service businesses across the country on the web at callsoncall.com. On, of course, The Bold Business Book, a book for the entrepreneur in all of us, available wherever fine books are sold. If you’re listening or watching this on the web, if you could do us a huge favor, give us a big old thumbs up, subscribe, and of course, share it with your entrepreneurial friends, as well as those friends that you may have that are in the aesthetic field and maybe looking for a gig. Jonathan is the man to help them. We’d like to thank you, our wonderful listeners, as well as our guest, Jonathan McLean of McLean Aesthetics. Jonathan, can you tell us, you have a website. Right?

Jonathan McLean [00:49:29]:
Yes. It’s www.mcleanaesthetics.com.

James Kademan [00:49:32]:
Awesome. And then, social media, tell us that again.

Jonathan McLean [00:49:35]:
It’s gonna be at Jonathan McLean, j o n a t h a n m c l e a n.

James Kademan [00:49:41]:
Awesome. And then finally, the podcast.

Jonathan McLean [00:49:44]:
The podcast is gonna be called The Aesthetic Talk. Check it out on Apple and Spotify Podcasts.

James Kademan [00:49:49]:
Awesome. I love it. Thank you so much, Jonathan.

Jonathan McLean [00:49:52]:
Thank you.

James Kademan [00:49:53]:
Past episodes can be found morning, noon, and night at the podcast link found at drawincustomers.com. Thank you for joining us. We will see you next week. I want you to stay awesome. And if you do nothing else, enjoy your business.

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