Rebuilding a Profitable Med Spa: Lindsay Kirby of Sculpt Wellness

After twelve years as a labor and delivery nurse, Lindsay Kirby, RN, launched Sculpt Wellness in Tri-Cities, WA, with just one used red-light therapy device. Demand grew quickly, and she expanded into cryotherapy, IV therapy, peptides, and even a first-to-market GLP-1 program in her area. Annual revenue soared past $1M on weight loss services alone. But despite impressive top-line numbers, profit lagged. Overhead ballooned, debt mounted, and payroll became a constant source of stress.

On Pivot to Profit, Lindsay opens up about the hard lessons behind the growth curve—and the pivot she’s making now. She’s rebuilding Sculpt with a sharper focus: pricing services based on real math, trimming underperforming offerings, choosing a flagship program with proven outcomes, and designing long-term client paths that encourage retention over one-time visits. She’s also sharing numbers openly with her team to align everyone around healthy payroll and profitability.

Her biggest takeaway? Scaling doesn’t solve anxiety—healthy margins do. “We’d rather serve 100 clients all year and transform them,” Lindsay says, “than 3,000 one-and-done visits.”

This episode is a must-listen for wellness and med-spa owners asking the same question: where is the money going—and how do I keep more of it?

EPISODE TRANSCRIPT

Welcome to the Pivot to Profit podcast, where we believe that understanding your numbers is the key to freedom of time and money.

Because at the end of the day, it's really not about what you make, it's about what you keep.

So each week we're going to bring you real stories from real.

0:18

Entrepreneurs who have faced the.

Challenges of growing a business.

We'll also dive into how numbers have helped and sometimes hurt them, and gaining clarity over their finances has unlocked new levels of profit and freedom.

Hey everyone, welcome to today's episode of Pivot to Profit.

0:37

I have the amazing Lindsay Kirby here with me to talk all things Med spa.

What's up, girl?

Hello, thank you so much for having me.

I am so pumped to interview you so let me give your official bio.

0:53

So Lindsay Kirby is an RN and founder of Sculpt Wellness, has always been passionate about helping people feel good in their bodies.

After 12 years in nursing, she realized her health and motivation weren't aligned with her best self.

So discovering powerful tools outside of traditional healthcare, she launched Sculpt Wellness in tri-cities, Washington in 2016 with one red light device where no one knew where that was.

1:20

And in 2018, she introduced cryotherapy, again ahead of the curve.

Sculpt Wellness has since won awards and Lindsay now speaks nationwide, scaling to seven figures and aligning business success with heart and numbers.

Alright Queen, you are magical.

1:37

We love you.

I know you in person, and you're also a client of ours at Pivot Business Group.

So Are you ready to dive right in?

I'm so ready.

Alright, So what did Lindsay want to be when she was a little girl?

What was?

What did like 7 year old Lindsay want to be?

1:53

I wanted to be an eye doctor, isn't that I?

I really did like from ever since I can remember, I wanted to be an eye doctor and I was a weird little kid.

I did very weird things like growing up on the farm I grew up on.

I love it.

Eye doctor.

Yeah, I was upset with eyes.

2:10

Like, I mean, I was like a creepy little girl.

Like I was obsessed with eyeballs.

I love that, I love that.

So what was little Lindsay taught about money on the farm?

Good, good, bad.

Tell me all the things.

We're going to go right into that.

2:27

OK?

Yeah.

So I was taught that money, when you have it, if you have a lot of money, the next year you could lose it all.

But you keep doing the same thing over and over again because that's just your identity.

So I grew up third going on to 4th generation farming.

2:44

And so who we were is we are farmers, right?

So and this is coming out of my grandpa came, my great grandpa came through the depression building this.

And so it's also like you've been through hard times and you just keep planting that crop every year, right.

3:03

And so, but it was never talked about that you.

I never had heard the word entrepreneur until I was over 30 years old.

I didn't like it was just again, it was an identity, not necessarily even a career choice.

Yes, I how I associated money is that it's out of your control.

3:23

You work really, really hard and whether you have a lot of money or not is kind of up to the weather.

Because we were dry land wheat farmers, like we didn't have a lot of control.

Like literally the type of farming that we did was based off of how the weather was.

So I mean, old school, like I, I'm 43 now, but how I grew up, grew up is very, very rare nowadays.

3:46

Like most of the farming now is so controlled and climate, like they're able to control their water and all that stuff.

That's just not how I grew up.

And so we would have years where there was a lot of money and we were able to bank off and like buy the things.

And when we have a lot of money, that's when we bought like the new trucks and the new combines and all the stuff, right?

4:07

And if I remember being like the next year, we were poor and the bank, we owed the bank money and there was a lot of stress and a lot of talk about that, but we just kept doing that over and over again.

This the cycle just continued.

If it was a good year and it rained, we we had money and if it was a dry year we didn't.

4:24

Yeah, and there's literally 0 concept of choosing to not continue that cycle.

Yes, that that's just what life was.

It's.

What you do, and you're working really hard, so you're fulfilling your.

I didn't like.

That's what we do, yeah.

So why did you decide to become a nurse?

4:43

I really, like I said, when I was little, I was very obsessed with the body.

Like I loved eyes, but I was very, I would, I remember thinking about and analyzing and wanting to understand how the body worked.

But what I remember the most is I wanted to understand how it it interacted with nature.

5:02

Like I remember little and out in like the pasture playing because like my closest neighbor growing up was 5 miles away.

Like I, I have two little brothers, but I was the oldest.

So like, I spent a lot of time alone and with like, like pheasants and dogs and like just wandering, which is cool because I think it did shape and design how my brain thinks and it ants that curiosity and wonder that I have.

5:29

I remember being very little and in wonder, in awe of God's creation and I could see and I knew things when I was little that I look back now and I, I like, knew that sunlight was good for our body.

Like that's crazy to say, but I I know that I can, I know that I can look back and that I was like connecting those dots because also I was very fascinated by it and I wanted to understand it, but also just made sense to me.

5:55

I was so I was already like kind of intuitive about that connection.

Yeah.

And so because I knew I wanted.

And I also am like, I've always been the like, sweet, like loves everybody.

Like my grandma wrote that I in a which is a really cute idea, but my grandma wrote me a journal when I was born to me like every day for a while.

6:17

And when more grandkids came to writing, like God bless my grandma.

Super cute idea for grandparents because it's fun to go back and look at my who my nature was right before the world, like.

And so she wrote a lot about how I didn't know a stranger, how I loved everybody.

6:35

You know, I was the bubbly little girl.

And so I knew I, I had a heart, like my heart really loved people.

And I only knew that you either marry, essentially marry a farmer or you become a banker or a nurse or work at the grocery store.

6:51

Like I didn't know other options like, And so I just, I actually wanted to be a doctor and I, I did school, I loved school, but growing up in a small town, I grew up in school was we had like, you know, we had one science math.

7:09

The, the, the same teacher was, was the science and the math and the everything teacher.

I graduated with 18 people and our goal was K through 12 in the same building.

Like we're talking like very tiny, tiny resources, absolutely amazing.

Like, and it helped me be a good student.

7:24

So I ended up going to university and I was pretty overwhelmed.

That's a lot of people.

Yeah, and the classes, because I had was like a four point O student.

They put me in pre Med.

But the the thing was is like I had never really had that type of chemistry.

I didn't know how to use the burner.

7:42

And I'm in classes with these kids from Seattle, WA that have been in private school their whole life.

And hadn't had access to this since middle school.

So embarrassed and I had never had to ask for help.

So I ended up honestly like getting kind of like socially distracted because like I just was so overwhelmed and I went to Pullman, which is like WC Cougars, like a huge party school.

8:04

So I had a lot of distraction and I ended up going from pre Med to like just doing nursing.

And actually I thank God a lot for that too, because I don't think I would have lasted long in the as a doctor.

My my personality and the way I'm wired, I would.

Have been not not a not a sink.

8:20

So go to school, become a nurse and you're helping people.

Bubbly personality, loving it.

But then you find out about this alternative.

Yeah.

Called a red light.

And So what was the moment where is like, I can't just be a nurse, I need to do this thing because you started Sculpt in 2016 with a single red light machine.

8:40

So what was that transition like?

Yeah, that was it was painful.

It caused a lot of there was a lot of resistance to me going through that evolution because I was labor and delivering ours for almost 10 years.

I had started a family, had married the, the kid from the small town also, and we had started our family here in Tri-cities and, and we like essentially we left the small town and moved to the big city and we're building our life here.

9:08

And I loved being a labor nurse, like I loved being bedside, all of that.

But it's I started working night shifts when I was 15.

I started working in nursing homes.

So by the time I was 30I half of my life, I had worked night shifts and holidays and weekends.

And at the time I had two little kids and part of it was I physically, the shift work was getting to me.

9:27

I had kind of lost that athlete healthy self, very disciplined person I used to be and I said I was de stressing with wine.

I was burnt out from the shift work physically as much as mentally.

And essentially I discovered first I discovered like nutrition, diet type stuff.

9:49

It was intermittent fasting at the time, but we called it cleansing and that my eyes actually to network marketing, which put me into rooms where there was personal development and speaky speakers talking about things like entrepreneurship, financial freedom, which I had never heard.

10:05

So just blew your mind to hear all these things were even an option.

Even an option that people talk so positive because the corporate healthcare environment's not very fun, like it's not super positive.

You know, it can be good.

Like, you know, there's a lot of great things, but it's very.

10:22

But the only light at the end of the tunnel is your 4O1K or your pension and retiring to go play golf.

Like there's no bigger vision.

And so I can totally understand how being in those entrepreneurial rooms are like, oh wait, there's another plan.

There's no path.

Totally and I'm an enneagram 7 so I crave freedom.

10:40

I didn't know that at the time but and that's what I was like really confused.

I was like, why does this idea of freedom make me feel guilty?

Because I should just be happy.

I have like the dream job.

I have the job everybody wants and I'm building my picket fence.

Like, why am I not happy?

And I had a lot of guilt about that.

10:55

But I knew I was helping people with the product I was sharing.

I helped a lot of people and my, I get very passionate about things and I, and if things make sense to me inherently in our design, like intermittent fasting did make sense to me.

And so I loved explaining it to people.

11:10

So first I brought that and then in my travels with that company I discovered red light, which was so funny because I went through all this pain of changing, of saying, introducing my close knits, family, my circle to this new identity of myself that they didn't understand, they didn't like.

11:28

They thought it was weird.

I drank the snake oil.

You know, I became from this loving nurse to a salesperson, you know, there was a lot of resistance and discomfort in my identity evolving and my goals changing.

And the way I spoke was different.

11:44

And, and I remember that there was a year I actually exceeded my nursing income with network marketing while I'm still working as a nurse.

And I was told I was a bad mom because I wanted, I was invited to go speak at an event and it would require me to leave and fly there.

12:06

And I was told I was a bad mom and that I like and I'm like that's so funny that when I work 6 night shifts in a row and daycare raises my children that that makes me a good mom.

Yeah.

If I want to go sell something and be gone for two days, that creates like residual income.

12:24

That's bad.

Like it was just so interesting to me what I went through.

But in those travels, because I did go, I was asked to speak a lot and I was like I said, I was very passionate and I was very a naturally very great network marketer and building teams.

And in my travels I discovered red light and then that caused a whole nother identity situation because here I had been preaching, you know, if any of you do network marketing, like the whole thing is like that.

12:48

You don't don't build a traditional business with overhead.

Build like.

Yes.

That have no overhead and build residual income and yada yada.

And then but once I discovered red light, it was in Tennessee.

My friend that was in the same company as me had one and he when he explained it to me and then I just in here.

13:05

It was like that hit.

I was like, this makes so much sense and why have I never heard about this as a nurse?

And then when I started to research how it actually works, I was like, this is what's coming.

I was like, and I just knew, like I saw the vision for everything.

And I also knew that how they were marketing that device that I saw.

13:23

I was like, they're marketing that totally wrong.

Like I was like, this is not like a liposuction.

This is like a healing Wellness.

Like yes, it's cool and it helps you dump fat, but like that's not the beauty of it.

And I just was super excited and I became passionate on fire and I couldn't get it out of my it was like I couldn't get the idea and the desire to share it with the world out of my head.

13:45

And I actually was working on the side at a Med spa at the time and I didn't align there either because in 2015 sixteen it there wasn't a lot of Med spas and it felt like only the elite were welcome there.

And it felt like very much like they didn't understand that people want to look beautiful because they want to feel well.

14:06

Well, and I like to talk to those meds while clients about cleansing and like nutrition.

And I got kind of kept getting in trouble for it because they just wanted to sell the the lasers.

And so I just saw how there was this whole beauty.

It was like there was only at the time in 2015 sixteen, there was either you're sick in the hospital or you have a ton of money and you're elite.

14:28

You hide the fact.

And it was this was whenever it was still a big secret if you did stuff like that, like nobody talked about it.

So they would at this Med spa and spend all this thousands of dollars on this stuff that really was kind of like on the surface, not addressing how they felt on the inside.

14:43

And I was like, no one's talking about the in between.

So you see the gap that, and that's what entrepreneurs do is they see the gap in the industry and they're like that I can solve that problem.

Yeah, So I saw the gap and I think the gap is still huge almost 10 years later.

So that's that is the hardest sculpt is that gap like so we aren't an actual trying to be a traditional Med spa and we aren't healthcare.

15:07

So when you first started out and you had that red light machine, you talk about being profitable in year 1, but like what was one of your first financial wins where you're like, oh, I can do this, I'm going to make it.

Yeah, I think that that after the first about a year at having just one used red light machine, I went to the accountant for the first time and I was I remember being so terrified because I didn't understand like I knew nothing about business.

15:34

Like I had never even heard of profit and lost like nothing.

And I just was ignorance on fire.

Like I was like, if I'm selling things and helping people, that means I'm doing good in business, you know.

And so the first year I went to the accountant and we had done 360 K in revenue our first 12 months and I was in a networking AB and I with him and I he always talked about how you don't make money in business your first three to five years.

15:58

Like Bob like saying that, saying that.

And so when I went and sat with him one-on-one, he's like, before he looked at my numbers, He's like, remember what I always tell people like, don't be upset if you don't have money.

Like you didn't make money.

And then he opened my books and he sat there and his jaw like fell on the ground and he was silent.

16:13

And he's just like, you kept doing this and he's like, this is insane.

He's like, you made a profit.

Like your first year.

He's like, this is like insane.

And I, and that's when I was like, oh, like, even though I'm don't understand business, I do know what I'm doing.

16:29

Like, I know how I, I do know how to generate revenue in a market.

And I was like, you know, I, that's when it kind of hit me.

I was like, I was a good nurse because I cared about people and I was good at teaching and serving.

16:45

I was good at network marketing from that.

And I was like, and I can do it in this realm too.

Yeah.

So that's, that's when I was like, OK, I think that I'm not.

I might.

Everyone thinks I'm crazy but I'm on to something.

So where is sculpt now?

17:02

Because you have the red lights, you have the cryotherapy, you do the peptides, the GLPS.

Like what is the Med spa doing now that's filling that gap?

Oh my gosh, like we are in the biggest pivot of all time.

So you know, we, we, we kind of, I think the first three years we stayed around that under 500K even I think the four first four years, but it was just really me and then lay people I would train and we brought on like red lights and cryo and we stayed kind of in that.

17:33

The world calls it like biohacking space.

So we didn't medical director, I didn't have other nurses.

We weren't doing any like poking anything like that.

We were only using like red light cold therapy, those kind of things and more more like, and we had created like more of a membership and then and then, but I kept wanting to in the biohacking world, there's always the next thing.

17:53

And what I did wrong or made the mistake of is that I thought more services and more things and having it all is what would make us better.

And so instead of just staying focused on what, what was working and what was profitable and having the discipline to stay in that and just and really duplicate that, I made the mistake of thinking that I needed to have all the things in the biohacking world.

18:20

And so over the next five years, like every little, every penny that we made and even took on a ton of debt to go get the next new thing to get bigger, bigger, bigger, more, more, more.

And then COVID hit and that we, I don't know how we made it through COVID, but we did.

And then while we were actually shut down, we, I had a nurse practitioner that I was evacuated California during COVID and came and moved to the tri-cities.

18:47

And I got super lucky that she had looked up sculpt first.

I hired her immediately even though we were shut down and how we were able to launch like what I had always envisioned with with like vitamin drips and things like that.

And then we were first to market the GLP 1 space and then the GLP one.

19:03

And from 2022 to 2025 became like it ate everything, like everything we were doing.

It was like, I mean, we were, we ended up doing $1,000,000 a year on just the weight loss program.

19:19

But I had built the business with 30 other machines and services and aesthetics.

Like I pretty much had a full medi spa.

But like I was like, we're going to have it all.

We're going to be everything under the roof, which meant my overhead had grown, grown, grown.

19:34

So I was scaling and growing, scaling and growing.

But what started to happen instead of that first year where I actually had a profit because I bought a used red light machine that I wasn't making payments that I just bought with the one credit card I had.

What then I just thought more, more, more, more services, more things, everything.

19:52

And I went off of like how I was hiring and buying off of how it felt like there's a thing out, we should get it.

My team feels busy, we should hire.

Everything was based off of feelings and like the illusion of busy, the illusion of more things is, you know, is more profit.

20:10

That more the illusion that more revenue is a Better Business.

And what happened is I just, I was always chasing if we just make a little bit more money, I won't stress over payroll.

And finally once and I'm really good at that, like I can create a goal and go after it.

20:29

So I would just say now we need to hit instead of 30 KA month, we need to hit 50.

Well, I would do that and I'd still be stressing over payroll and then it'd be like, oh, we just need to get this new machine.

Then we'll hit 70 KA month.

Well, I would do that and then I'd be stressing over payroll and five other payments.

And then I mean, by the time that 2023 came, I was my health.

20:49

I had gained 40 lbs.

I didn't look like the same person.

I was not an example of my health business.

I was drinking a bottle of wine a night to de stress and to get out from under this weight of about $1,000,000 in debt and I had built 6 figures in overhead monthly and I was still stressing over the payroll.

21:10

But instead of the payroll being two people that are minimum wage, my payroll was nurses and Med and nurse practitioners.

And like a lot of really important amazing people that have careers now.

Like I wasn't just hiring like excited teenagers that were excited about.

21:27

I was like, I had careers and families depending on me and I remember being like, OK, we just got to make like, you know, $1,000,000.

And then once we hit the $1,000,000, that's when I just like had that come to Jesus moment where I was like, this is the definition of insanity.

21:44

Like doing the same.

Like all I am doing is scaling and building a business.

That's more problems, more headache, more burden on me.

That's literally physically killing me.

And that's when I was just like, I'm done doing it this way.

22:01

And I decided to actually take instead of buying more things and doing all that, I started to pour into learning and getting coaches on like show me my books.

Like help me understand how I don't know how to project if I'm going to make payroll.

Like I should be knowing that by now.

Why am I making $1,000,000 in revenue a year?

22:18

And I and I'm more broke.

You know, I got fed up of like burying my head in the sand and expecting it to change.

Yeah.

And knowing the numbers and having clean books and having a forward-looking view, that's like, oh, more isn't better.

22:34

If I just focus on what I know we do well, what I know we can make profit on, I can actually have a good life.

Yeah.

And you know what's kind of heartbreaking, and I say this out of pure love for my industry, is it wasn't that I wasn't trying to do that before.

What I realized I was asking the wrong people.

22:50

Like I would wait.

And I was trying to ask my accountant that did my taxes at the end of the year and that's not their job.

Like I didn't have that type of accountant.

And then I and so then I would go to other biohacking and Wellness build your business events, but all they're doing is selling me more equipment and just selling me more shiny objects.

23:09

And the peers in that room, what I started to realize is the peers in that room who are surrounded by none of them because I'm a very vulnerable open book.

And when I would start to have the conversation of man, like, yeah, we're growing and the yeah, the weight loss is helping us, but I'm still stressing over like I don't like, I'm still stressing over payroll.

23:28

They'd be like, me too.

And I started.

Whispered tones like it wasn't.

Nobody would talk about it but like and the speaker sure as heck wouldn't talk about it and I would pay 10s of thousands of dollars for coaches, events, masterminds to want to.

That's what I was trying to learn.

23:45

But what I would get sold is like more mindset things, not tactical.

And I would get sold more like protocol sword fighting.

And what I realized is the health and Wellness industry is full of a bunch of practitioners.

And again, I say this out of pure love because I had what I've been it and I am it.

24:03

So I am one.

We're it's full of practitioners and nurses like me that start businesses that want to help people.

And we think the next protocol and the next thing is going to be the, the, that golden ticket that breaks that, that wall, that helps us go through that wall and we're not profitable.

24:22

And all these nurses and healthcare providers that leave their corporate healthcare because they're burnt out.

And then, but at least they're getting a paycheck over there with then they go start a business because they see like and they think there's all this money in it and then they're burnt out over here owning the business and the business needs them.

24:41

They're a key man risk.

Like they can't if they're not in there, no one's because I mean, that's all practitioners talk about at these events.

If I'm not there, no, I the business isn't making money.

I don't like I'm stressing even being here at this conference because no one sells.

I still not really paying myself.

24:58

You know, it's on an all these whisperings.

And So what I ended up having to do is, and I made the decision is I started to go to completely different industries and I was like, teach me business, like teach me books.

I, I started to actually just ask different industries, different questions.

25:15

And I, that's what I wanted.

I was like, I want to be able to understand profit margins.

I want to understand, do I have a valuable company or do I have just a company I'll never be able to sell.

I have yet to be once in a room of a health and Wellness conference or business.

25:31

Build your business in the health space and anyone even talk about is your what's the valuation of your business?

Do you have an asset?

Do you or do you not like it's all this is the new thing in biohacking.

25:47

This is the new supplement.

This is the new blah blah blah.

The new machine that's going to bring in so many clients, but then by the way, they don't tell you how to charge for it to make sure you're profitable.

And then once you're profitable, what to do with that money?

So what I started to do is say like, well, I learned the hard way, like all of that was just causing me more stress.

26:08

Very honestly.

Like one of the things I did is I went to a lot of like Grant Cardone and Brandon Dawson events where it's very masculine.

It's just numbers, it's black and white.

You have a good business or you don't.

There's no feelings.

So I went from this feeling it's all about feel good and helping people and, you know, to like, screw your feelings.

26:29

Either you're either making money and have valuable business, or you're broke.

And I started to realize that that is what's that's the Gray area in this growing infancy of an industry that wants to help people and redefine like health and Wellness, cash pace, Med spa stuff versus traditional business.

26:49

There's this huge Gray area in between and nobody is talking about it because healthcare workers and people that haven't want to help people feel weird talking about it, which is so funny to me because we would not.

So what I started to do again, I have to connect dots.

27:05

I was like, this is like me going into the hospital and you just had foot surgery and the doctor saying go give Pam morphine and me saying, well, Pam, I think you're hurting.

I'm going to give you some morphine.

How are you feeling?

27:21

And if you told me and let's say you're really tough and you're like, I'm feeling like OK.

Or let's say you're like kind of like in a lot of pain and you said I'm feeling like I'm going to die.

My foot hurts so bad.

And I'm like, oh, I feel bad for you.

So I just draw up a whole bunch of morphine based off how you feel.

27:37

And I don't do any data.

I don't run any numbers and I don't measure based off of you and what's healthy for you.

That would be like a nurse doing that.

We would never do that.

But for some reason, we run our businesses that way.

We don't measure, we have no guidelines.

27:56

We don't treat it like the numbers are like there's there's no safe dose for a business.

It's all like, well, I feel like my prices are too expensive.

I feel like the marketplace needs me to lower my prices.

But I sure feel like my and I feel like my team's busy, so I'm going to hire and still not pay myself.

28:16

No, it's a business.

But they don't see it that way.

So I started to see it that way and I was like, I can't help anyone.

If I don't have safe numbers, I can't hire.

I'm sorry team, I'm sorry.

You feel really busy.

And I'm what I started to do is I actually started to show my team the numbers.

28:33

Yeah.

I can't run a business at 30% payroll.

We won't be here next year.

And I started to teach my team those things and I started to apply it, but I just started to speak it in different terms that like made sense to them.

28:49

And so it's been amazing for me.

And really like what happened is almost that huge monster I had built had to crumble and I've had to bring it back down to completely base level.

And I'm in a rebuild.

Like I would rather have my little $300,000 business again and be able to like pay myself and my kids not I have a completely burnt out mom.

29:12

I'd rather have that then losing sleep and my, my like stress.

My body's failing me from stress.

I won't do it anymore, but that doesn't mean my vision's not huge.

I just now I'm going to do it.

29:29

And that's why I hired you guys as I'm like, I also need accountability in that.

And it's still not my strength.

So I know enough to know like I need to find an accountant and a bookkeeping term and the strategist that like understands this because it still amazes me how many bookkeepers and accountants I've tried.

29:48

And they they too don't know how to tell me my margins and things like that.

Yeah, it's crazy.

You talked early about growing up in a farm and that cycle of the weather.

And it's like you're breaking out of the cycle of entrepreneurship that far too many people get in where it's like bigger is better, bigger is better.

30:09

And if you don't stop to realize if I'm not making money, bigger just makes me broke faster.

And so by you starting over again and being like, these are great machines and peptides are magical, but also if I'm not doing this and making money, I'm not, I'm not winning at this game.

30:27

Exactly, Yeah.

So what's next for you in this rebuild?

What's next?

Not more machines.

We know that like but but what is next?

I know this is very trendy right now, but I truly am studying the Alex Hermosi methodology of get really, really good at one thing and really treat each lead like that.

30:51

That one lead should have a lifetime value goal like the each person, each client.

Do you have a goal of their lifetime value with you and that you know their cycles.

I think instead of trying to sell everything to everyone in health and Wellness, which if you think about this is what I teach my team the heart of that means that we actually don't care about you to listen to you for months.

31:15

We like if we don't, if we just want to have everyone in the tri-cities come in, we don't have time to listen to you.

And that's actually what we don't like about Healthcare is that healthcare doesn't have time to listen.

They have to burn and turn because they're capped at what they can earn.

31:33

And I was like, you want to redefine healthcare?

So we would rather have 100 clients that are with us all year and we transform their life versus 3000 clients that are trying to cry once and then we don't even ask them how they felt the next day.

Right.

Be like, how's your how's your joints?

31:48

Do you feel less stressed?

Like all the things.

Yeah, which is not.

It sounds simple, but that's actually not easy to do because you have to find the right team.

And that actually means you have a system for that.

And that that means your operations do that.

And that means your sales cycle and your CRM and all this tech that we do have creates the opportunities for that.

32:09

But the human touch has to come in.

And so essentially like what I'm studying is the heart of sculpt.

It doesn't matter the tools we use, the heart of sculpt is always to help you feel better in that Gray area.

You're not sick in the hospital needing prescription, but you're not just wanting in to walk into a medi spa and drop thousands for something injected in your face.

32:31

Like you're in between.

And usually what that means is you want to be heard.

You're saying like, I'm not like super wanting to.

I don't want to change my face, but gosh, I don't like this little drop here, but I don't want to like fill it with a whole bunch of stuff.

What can I do that's more natural?

32:47

And then it's like, and that usually comes with how's your energy, how's your mood, things like that.

And so it's just kind of, it's coming back to that.

And that was always the heart of sculpt.

And so it's coming back to that and then saying how can we do that profitably?

33:03

Because we won't be here if we don't do it profitably.

And also not doing it in a way where we are so smart and such experts that our clients feel like they have to be talking to a scientist to get the answer.

So one of my goals right now is that we that sculpt will actually redefine Healthcare is we're going to teach you, the client, how to become your own Wellness expert.

33:27

Yeah, I love it.

That's perfect.

So, Lindy, where can people connect with you?

This has been great.

I love Instagram, I am on LinkedIn, I am on Facebook you can follow me there.

But if you want to like talk to me, definitely DM me on Instagram.

I live in Instagram and my Lindsay Kirby with a period at the end.

33:46

Well, thank you so much for sharing your journey because you are being a leader in the Med spa space.

We've got a lot of clients and you're right, a lot of practitioners are great at loving people, but they just don't understand the business side.

And so I really appreciate your vulnerability of sharing your story with us.

This has been fantastic.

34:02

Thank you so much, Lindsay, I hurt you very much.

And listeners out there, if you are wanting help to understand your numbers and saying where is my money going and payroll is stressful, just go to pamjordan.com, schedule call with my team.

We would love to help you.

And in the meantime, remember, it's not what you make that matters, it's what you keep.