Gary's Blog

BeautiControl 103 part 4: A Concise, Duplicable Spa Flow

Ok…I am the first to admit that I am guilty of this. I get to the Spa with every intention of keeping it simple and within a 1 to 1.5 hour time frame out of respect for my Host, the guests and myself. Low and behold, someone will say…”I bought a foot cream product from BeautiControl a long time ago, can we see that?” Next thing I know, I have pulled out every product I have, telling everything I know and my 1 hour Spa has turned into a 3 hour nightmare. By the time we are done, the guests who would have purchased either need to get home or they are just so confused they don’t know what to buy.

The Spa is not intended to be a venue where you show every one of your products and solve every one of the guest's problems.  Sometimes, as we get caught up in the selling situation we forget the very simple objectives of both the Spa and the Spa Now Case.  I am a stickler for "objectives".  I personally believe that to run a successful business, everything you do needs to have a clear objective in order to build successful strategies.  Below are the key objectives of both the Spa and the Spa Now Case.

The Objective of the Spa:

• The Spa is intended to be the first step in what will hopefully be a very long and fruitful client relationship.  It is where you find new clients, future Hosts and create a pool of individuals who see you running a rewarding and profitable business and may want to do the same

The Objective of the Spa Now Case:

• The SOLE purpose of the case is to allow the Consultant, particularly the new Consultant to join and have everything they need to hold the core party (Spa) that the company trains to, by allowing the Consultant to personally demonstrate products on each of the Spa guests.

Please hear me when I say this…there is both logic and strategy involved in the core Spa that we train our New Consultants and the contents of BeautiControl’s Spa Now demonstration case.

The Core Spa that we train new Consultants at BeautiU uses all of the products that are included in the Spa Now demonstration case. Are you wondering why we recommend this Spa as your first Spa? Well, that is because the products that are demonstrated in that core Spa, the BC Spa Manicure, the BC Spa Facial, Lip Apeel, etc. will not only allow you to create a full 1 hour of treatments and pampering, but it is using our best selling products that build the most loyal re-order clients. In addition, the Skin s.p.a. diagnostic tool allows your clients to see you as a contemporary professional who is offering them a personalized prescription for their skin. You could build a business by selling these products alone. Add in the Instant Facelift products and Wet/Dry Foundation and you have everything you need to keep your clients coming back month after month.

After your initial Spa with a Host, you have a menu of additional Spa themes and treatments that you can use to book additional Spas with your existing Host, or allow a guest at your Spa to host their own Spa. Your follow-up Spas could be Detox Spas, Pedicure Spas, Margarita Happy Hour Spas, Glam Spas, Instant Facelift Spas, etc.

As you become more mature in the business and gain both experience and knowledge about your products, you will be tempted to increase the products that you bring and demonstrate at each Spa. I should caution you that when the Spa becomes more complicated, more lengthy and loses the core focus, it is no longer perceived by your guests as some that is duplicable. Your goal at each Spa is to gain new business and new Consultants. When they don’t feel that they can do what you do, then you minimize the opportunity to attract new Consultants.  One of our highly successful National Executive Directors, Saralyn Ostwinkle told me something years ago that I will never forget, and I hope it proves to be good advice for everyone who reads this.  Saralyn (remember she is a National Executive Director, so she is doing something right) has been in the business for probably close to 20 years.  Regardless of her title, she ALWAYS carries the Demonstration Case that the new Consultant will receive when they join.  She always wants each guest to see how the Spa is done with the contents that the company provides when they join as a new Consultant.  How smart is that?  Saralyn is coaching and modeling this business with every Spa that she does.  I think that is genius. 

So we have clearly identified that the Spa Now Demonstration Case is intended to help you show and sell the products that have been proven to build a re-order business.  It clearly meets the Spa Now Case Objective and is consistent with the Party Plan business.  Now, I want to talk about what the Spa Now Demonstration Case IS NOT.  The Spa Now DEMONSTRATION case is meant to be a business tool for our Consultants to hold a successful Spa. It is not a “set” of products that should be featured for purchase.

Next week, we will talk about Selling in Sets, one of the best ways to sell in the Party Plan business.  One thing that I feel strongly about is that the Spa Now Demonstration Case IS NOT one of your sets.  When you are closing your Spas, and you see that your clients are interested in purchasing product as a Client, make sure that you have a set for them that meets their needs and let them have the opportunity to purchase it at full retail price.  If you see that you have someone who is interested in doing what you do, but will want to purchase products to use for themselves, sell them products at full retail price, then talk to them about starting their own business for only $125.  Do not confuse the "selling situation" with a "recruiting situation".  The products in the Spa Now Demonstration Case are intended for DEMONSTRATION, not personal use.

I personally like to close my Spa, sell in sets, then tell everyone that I am "hiring" and looking for anyone who might want to make a great income working part or full-time doing what I do.  I let them know that they can start their own business for $125, which includes all the products that they need to do what we have done here tonight as well as a day of class-room training which will give you the ability to become a Certified Consultant.  Then simply ask if they know of anyone or if they are interested themselves.

There are 2 questions that people ask me every month that drive me crazy:

• How much does the Case cost this month?
• What is the Retail Value of the Case?

First, when you join, you are not "buying" a case, you are starting a business, so the question could be asked differently by saying, "What is the cost of joining BeautiControl and starting my own business?"  We are selling an opportunity, not a set of products. 

Secondly, the "retail value" of the case is irrelevant as long as it provides all the products and/or samples to successfully hold the core Spa that the company trains to. We need to be careful about what "value" we are selling...the value of financial freedom, flexibility and control over your own time and income, I believe, far out-weighs the retail price of the products that come in the bag.  Never cheapen the value of your products or your opportunity by presenting them as a "deal".  When things are seen as less valuable, they are more easily disposable.  You have products that work and an opportunity that changes life...don't limit either by selling them as a "deal".

Over the years, we have blurred the lines between set selling for personal consumption and recruiting new Consultants with the intention of helping them start a business.  This is not only counter-intuitive to our business model, but it will quickly cause your business to start running you, rather than giving you the control to run your business. I will go into more specifics about the balance of "buyers" vs. "sellers" (and by the way...we need both) and how to refine or define your recruiting verbiage as we go more deeply into this series...it is a topic that I believe is key to the success of this company.

As you take the opportunity to evaluate your business and set your business plan for 2012, please ask yourself the following:

• Am I getting the sales at my Spa that I want?
• Am I getting as many re-bookings from my Spas as I would like?
• Am I getting the re-order clients from each Spa that I would like?
• Am I finding people who want to do what I do and join my team as a new Consultant?
• Do I feel comfortable doing Spas?
• Am I having fun doing Spas?

If you answered NO to any of those questions, then it may be time to re-evaluate your Spa/selling situation:

First, if you aren't having fun or feel comfortable doing Spas, then I can promise you that the answers to the remainder of the questions is going to be NO.  This business is supposed to be fun.  When you inject your personality and your passion into your Spa presentation, you will find that it makes all the difference in the world.  There will never be anyone's Spa that is exactly like yours.

If you aren't getting the sales that you want, what can you do to learn more about the features and benefits of the products, be more passionate about the results or allow your clients to experience them on a more personal basis?  Sales lead to re-orders, so if you are showing products that build loyal clients, re-orders shouldn't be an issue.  If you aren't getting the re-orders that you are looking for, it may be time to look into your follow-up after the Spa.  Follow-up and Follow-through are key to building loyal clients for life.

Perhaps you aren't getting the sales and re-order clients you need to sustain your business because you "recruited" all your guests rather than allowing them to become clients, by selling them "a set", otherwise known as the Spa Now Case.  You hear us say "one recruit from each Spa", meaning you should target at least one person in each Spa that may want to do what you do, again, this comes from follow-through after the Spa.  The best Consultants come from those who were good clients before joining as a Consultant.  Even if they only join to get the products at a discount, they are more loyal consumer Consultants after they have purchased the products for full price as a client and understand the value of the Consultant Level Discount.

If you aren't getting the bookings that you want, perhaps you aren't creating a vision of what a follow-up Spa would look like.  Do you have a menu of services that you can offer your guests that feature additional treatments that you offer at your Spa?

If you aren't find guest's who have any interest in doing what you do, are they seeing you make money?  Are they seeing you have fun?  Do they see a Spa presentation that was easy enough to make them say, "Hey...I can do that"?  If they are not seeing your business as a profitable, fun business opportunity, they will never see the value in joining to become a Consultant who is interested in selling and viewing this as a business opportunity.  While it is important for each guest to see you as the expert, that doesn't mean your Spa should be difficult to duplicate.  I think you will find with a more concise Spa flow you will retain your guest's attention and present a money making opportunity for each of your guests.  Not only will you find more bookings, make more sales and get more bookings, you will also find more people who have an interest in joining your team as a new Consultant.

The most difficult Spa you will ever have will be your first...but trust me, it gets easier each time.  Find you passion, find your voice and let everyone fall in love with BeautiControl just like you have!

I can already hear the emails coming in and the postings on message boards reading, "That's not how I joined", "That's not how I do it", etc.  Please hear me when I say, for WHATEVER reason you joined, we love having you as part of our family.  Whether you joined as a seller or just for the intent to buy, there is a place for you here at BeautiControl and we are thankful that you are here.  If you are, however, in the business with the intention of it being your business, it may be time to ask the tough questions and fine-tune the fundamental basics of your business that help you to work SMARTER, not HARDER.  Again, none of this is my opinion or my point of view...these are the core building blocks of a Party Plan Direct Sales Business and the defining principles of our business model.  My job here is not to state my opinion...it is to make your business more profitable and put BeautiControl on the lips of every woman.

Have a great week.  Be sure to check back on Friday for a Special blog live from Leadership Conference here in Dallas!

Ciao

 

Fashion Week Recap

BC NYC Fashion Week 02.12 Recap from Jason Smith on Vimeo.

 

What a whirlwind this month has been! First, NYC Fashion Week, then the beautiful Grand Velas resort and Leadership Conference just next week.  That is a lot for the shortest month of the year!

Thanks for all of you who followed us via my Facebook Page for this year's Fashion Week in New York City.  It was a huge sucess.  I wanted to take this oppotunity not only to share with you the looks that you will see in both makeup and fashion for Fall/Winter 2012, but also explain to you WHY we participate in Fashion Week and what it does for you.  I have had so many people say to me things like,  "Gary, I live in the mid-west, and Fashion Week means nothing to me.  Why does the company spend money on something that isn't helping me build my business?"  Sometimes, we have to step outside of the world we live in each day and look at a bigger picture.

Remember our Vision...putting BeautiControl on the lips of every woman?  Well this is how it starts.  NYC Fashion Week is the single most influential 2 weeks (Spring and Fall) out of every year. It is like the Oscars for Fashion.  It is where all the fashion editors, Bloggers, writers, photographers, buyers and designers go to feature their designs for the following season, purchase designs for their stores, report the trends that will influence style and fashion, and where the celebrities go to look for unique designs to be worn on red carpet events around the world.  Celebrities of all levels, ranging from current super-stars to a host of has-beens and wannna-bes are collected under one roof to see and be seen.

Here is an interesting fact, MAC cosmetics was an UTTERLY UNKNOWN brand until they created 'Russian Red' Lip Color for Madonna for her Blonde Ambition tour in the early 1990's.  Overnight, they became a household name because of one very famous set of lips.

If you have been reading my BeautiControl 101 series, I have been very transparent as to where we spend our money as a corporation...either through our compensation program, incentives and rewards (to put money in your pockets) or the performance of our products (to put money in your pockets).  We don't have a Public Relations budget, so we take advantage of every opportunity to do our part to make BeautiControl a more widely visible name which helps you do your part by sharing BeautiControl in your local communities.  Fashion Week puts us on the world's most influential stage, with the most influential players in the fashion and beauty industry twice a year.  It gives you something to talk about, something to be proud of and endorses your company's reputation as a leader in this industry...it feels good to run with the big boys.  Oddly enough, we are a much larger company than many companies (like MAC) that have a higher brand recognition.  Simply put, Fashion Week is our investment in your business.  Regardless of where you live or whether or not you sell any color cosmetics at all, it gives you brand recognition...and you can't put a price on that!

The key to getting the most brand recognition as possible is by putting yourself where the action is.  You can do that by being with the largest names in fashion such as Prada, Armani, Dolce Gabanna, etc, OR you can do that by aligning yourself with brands that are more niche, unpredicitable, avant garde and always fun...sounds a lot like us, huh?  Style360 is a fashion production company that combines multiple designers for a series of very unique shows.  Because each and every show is so unique, you can guarantee that not only will you get all the fashion influencers, but also the fashionistas...and where there is a fashionista, the paparazzi is not far behind.  When we were there this past September, we received over 1 BILLION media impressions for 3 days of shows...that means that BeautiControl was mentioned in over 1 BILLION places either in print or through web mentions.  Not bad!!! This year was no exception.  While we still don't have a count on our media impressions, I can assure you it was time well spent. 

You may be wondering exactly what our role is during this week of shows.  I know by looking at pictures it seems that we do nothing more than sit on the front row during each fashion show and go to glamorous parties.  While this is true, it is the things that you don't see that make our time so valuable.  Not only do we provide the makeup for each of the shows, we also provide Swag Bags for each of the guests at each show.  For the shows which we are key sponsors or for celebrity Swag Bags, we use the "BeautiControl on the Lips of Every Woman" bag filled with our more demonstrable products such as TFF, BC Spa Facial Eye Cream, Extreme Hand Therapy, etc.  Before and after each show we stand in our Sponsor Booth area, pass out hand cremes and talk to guests and media about BeautiControl.  The minute they hear we are more than just another cosmetic company they are hooked.  What impresses them the most?  eBeauti and skin s.p.a. without a doubt.  When they learn that they can get their own prescription for skin care and color cosmetics, their jaws hit the ground.  The most common reaction that we get after we share who we are is, "Why haven't I heard of you...this is INCREDIBLE".  I love the reaction we get every single time we demonstrate the eBeauti and skin s.p.a.  They are 2 of the most unique and powerful tools in the industry today.  If you are not leading with these as your competitive advantage, I would love for you to reconsider your competitive advantages and re-ignite (or even ignite) your passion for these tools. 

Once again we teamed with one of the world's leading makeup artists, Victorija  Bowers and her team of artists to create statement looks for each of the designer's shows using BeautiControl's makeup and skin care products.  In addition to providing Victorija with all of the makeup that you already know and love, we actually pre-launched a new line of lip colors that you will be seeing in the very near future and the results were WOW!

This year, Victorija has documented the products and techniques that she used for each show.  Here are a few to get you started.  Click on the links below to be directed to Victorija's blogs that feature very detailed information about each of the shows:

BeBe Black

 

 

 

 

 

 

Sachika

 

 

 

 

 

 

Emu Australia

 

 

 

 

 

 

Theia

 

 

 

 

 

And, just for giggles and grins, if you want to see one of my favorite shows of this season, click HERE  Enlarge it to full-screen and turn up the volume.  The perfection of this show is RIDICULOUS!

Ok, that should give you enough content to keep you busy through the weekend.  Be sure to check back in on Monday as we continue our BeautiControl 101 series.  The topic will be creating a concise and duplicable Spa flow.  Have a great weekend!

Ciao.

BeautiControl 103 part 3: The Host is Your Business Partner

First, I have to say congratulations to all of our Consultants and Directors who joined us thsi past weekend at the Grand Velas on an exclusive tropical get-away, compliments of BeautiControl.  No matter how many of these trips that I go on, I am amazed every time by the presentations, the elegance and the opulence of a trip with BeautiControl.  It was so wonderful to spend quality time with the friends that I have made over the years.  There is nothing like the BeautiControl family to re-charge your battery.  It was so great to see all of you.

This week's installation of the BeautiControl 101 series involves something that is one of themost important aspects of our business.  The Spa is the core of our business, and without it, we cannot survive.  To take it a step further, the Host is the lifeblood of our Spas and without them...we have nothing.  A motivated Host will ensure your success with every Spa.

Many new Consultants fail before they even begin because they don’t think that they have what it takes to be a seller and they don’t want to be seen as “pushy”.  Don’t forget…you are not in this alone.  Your Hostess is your business partner.  The Spa is the HOST’s party, not yours. 

As a BeautiControl Consultant and business owner, you both sell products, share the opportunity to open a business to those you meet and provide a unique and in-demand service.  As a Skin Care and Style Consultant, you teach people how pamper themselves, take care of their skin and look their best from head to toe.   This is a service that both men and women need and a service that companies desperately need in today’s world.  Not only are people experiencing more stress than ever before, but there is a renewed awareness about the importance of personal style and image.  Finding someone to be a Host for you is easy once you have clearly articulated the service that you are providing all who attend the Spa.

The Host’s responsibility goes beyond simply opening his/her home and inviting friends.  The Host has to understand what they are receiving as a benefit of Hosting a Spa for you.  Your Host proposition has to be very compelling to encourage Spa bookings.

Many companies offer Host programs that are set in stone.  Host a Spa and receive a bag, or a bowl or some very specific and tangible item.  In some cases, the company actually funds the Host program and ships directly to the Host following the Spa.  The companies who have a “company sponsored” Host program also have a lower discount structure and do not have any additional merchandising/discounting on the product line.  This is how they can pay for a fully funded Host program.  While the Consultant has less out of pocket expenses where their Host incentives are concerned, they also have less, “in pocket” profits due to fewer discounting opportunities.

BeautiControl’s Host plan is somewhat different.  Our Host program is set up to offer a sales credit based on the orders that are taken at the Spa, the outside orders that are collected to count toward that Spa and from the number of future bookings that were made at the Spa.  When this become’s your Host or Spa guest’s only opportunity to receive a “discount” on the products, then your Host proposition becomes a far more compelling opportunity for you.

One of my favorite objections to receive during a Spa is “I can’t afford to buy an entire set”, or something of that nature.  That is the perfect opportunity for me then to reverse the dialogue and present the Host opportunity as an option to receive a “discount” on their products.  When done effectively, it is not unusual to have a Host that uses Host rewards to completely pay for their skin care regimen every few months.  Some of the best Hosts you will ever have will be a Spa guest that doesn’t want to pay full retail for their products.  I have found it effective to have each guest keep a “wish list” during the Spa.  This helps them start to make a plan of how many people need to place an order and what the Spa sales totals should be in order to receive the Spa credits.

Once your Host has a goal in mind, they will be an active partner to help ensure that the sales from the Spa are large enough to help them earn the Host rewards.  Hosts who have no interest in what they can earn as a Host, will not be an effective business partner.  Remember, this is not your Spa, this is your Host’s Spa. Your role is simply to pamper your Host’s guests, demonstrate your incredible products and create sets for them to choose from to help your Host achieve their sales goals. 

The Host program is the discounting opportunity for your clients and can create a compelling opportunity to attract and reward your Host.  It is important for you to determine how you want to maximize the benefits of your Host program.  You have many options that you can choose from to customize your Host program to be most profitable to you.  One way of maintaining a high profit at each Spa is to stock up on the “products of the month” that we feature each month with additional Discounting opportunities.  These products are our best selling products and can help you create a compelling Booking/Host reward. 

Understanding that the key to having a successful Spa is by having a motivated Host, do you:

• Utilize the Host program as your discounting opportunity?
• Coach your Host to set sales objectives and share them with each guest at the Spa?
• Coach your Host to collect outside orders from friends and family who will not be able to attend their Spa?
• Have a Hostess proposition that you feel is compelling and creates a motivated Host?

Let me tell you from the perspective of both being in your seat as a Consultant and in the seat of the Spa guest...every person who attends your Spa comes with in expectation to make a purchase.  If they weren't willing to at least be "sold", they wouldn't be there.  It is the responsibility of you to provide the incentives that entice your Host and your Host's responsibility to activate the purchase, up-sell and generate higher Spa sales.

Remember…our Host program is structured to put you in the drivers seat as a business owner to help you Book more Spas and earn more profits.  If you don’t feel confident in your Host proposition, then it may be time to refresh or change it to be more compelling.  Your Host is the lifeblood of your business and will guarantee not only a successful Spa, but a faithful client and possible future new Consultant.  When a Host continues to see you succeed as a business owner, it won’t be long before they want to do what you do so they can experience the benefits of being a business owner for themselves.

Thanks for checking in and be sure to come back on Friday where I will feature the highlights of NYC Fashion Week as well as the trends that you will want to share with all your clients.

Have a great week.

Ciao.

BeautiControl 103 part 2: Creating A Compelling Vision of your Spa and Overcoming Objections

In our current environment, today’s consumer has these things in common when it comes to attending a “party”:

• They think that they are too busy
• They don’t have time or money
• They think that they are going to be pressured to purchase
• They do not have an experience with a contemporary Direct Sales company, so there may be an out-dated stereotype
• They do not want to be “recruited”

Do you have a compelling “commercial” that counters the objections that I listed above that you can use to create interest for your potential new Host?  If you don’t, you need one…and one that rolls off your tongue like your name.  This goes back to the blog that I wrote a few weeks ago about understanding your Mission, your Vision and your Competitive Advantage. 

Maybe your commercial would sound something like this, “Everyone deserves to take 1 hour out of their stressful day to relax and be pampered.  As the #1 premium Spa brand, I would love to have the opportunity to treat you and your friends to a complimentary Spa experience.  In our initial Spa, you and your guests will receive a Spa Manicure, a personalized Spa facial using your own skin care prescription, an anti-aging treatment of your choice such as our incredible Instant Facelift Treatment.  I always like to end our Spa with time to relax and be pampered with our amazing specialty Spa products.  I also have a menu of additional Spa treatments and Spa themes that we can use for future Spa appointments.” 

When the Host fully understands that the Spa is a complimentary premium pampering experience that she can offer her friends, she is more likely to be more committed to the event.  I might be less committed to a makeup party, but there is NO WAY I am going to miss a Spa appointment.

Did you pick up on the key buzz words that I used?:

• 1 Hour
• Pampering
• Premium Spa Brand
• Complimentary
• Prescription
• Future Spa Appointments

In short, my commercial told you I was going to offer you a premium, complimentary and pampering Spa experience, that was going to last about an hour and I was going to get a manicure and a facial using my very own skin care prescription.  WOW…that’s pretty cool…This doesn’t sound like my mom’s “party”.  In addition, I set the expectation for future business.  I just countered every objection and set the expectations for the event.  Everything is about positioning…EVERYTHING!  Make sense?

Now, I challenge yourselves to ask these questions.  They aren't easy questions, and you don't owe me an answer unless you want to give it to me; however, you do owe yourself an honest answer:

#1:  Do you have a clear and concise "commercial" that tells a prospective Host what to expect when they Host a Spa with you?  Do you paint a vision that creates anticipation for them to attend and invite their friends?

#2:  Have you "Branded" your Spa?  What does that mean?  Close your eyes and imagine your Spa is an actual place, a building or a storefront.  What does that look like?  Let's call that your "Dream Spa". What kind of treatments would you offer?  How would everyone be dressed that worked there?  What would your shelves look like?  What kind of products would you sell?  Now, open your eyes.  Does the Spa experience that YOU offer the guests at YOUR Spa fit the image of your Dream Spa?  Do you offer the clients at your Spa the same treatments or sell the same products as you would in your Dream Spa?  Would a client who received a treatment at your Spa today leave with the same feeling as they would leaving your Dream Spa? Do the materials that you use, (Spa Invitation, Postcards, Set Sheets, etc.) look like something that would be sent from the Dream Spa?

Your Dream Spa should be an aspirational image of how you feel about yourself and the feeling that you want to give to anyone who attends the Spa you have today. It is how you feel about yourself and how you...now listen carefully...EXPECT others to feel about your business.

#3:  Do you believe that your Host is doing you a favor by hosting a Spa for you, or do you believe that you are doing your Host a favor by offering her the opportunity to book a Spa?

This is a VERY important and insightful question, because it speaks directly to your pride, your confidence and your conviction in your business.  The correct answer is that YOU are doing your Host a favor by offering her the benefit of your service.  YOU are providing an in-demand, pampering Spa experience for her and her friends that is absolutely complimentary.  YOU are providing a service and helping to create customized skin prescriptions and fool-proof color cosmetic options for your Host and her guests.

If you answered "NO" to the first two questions and you don't have the confidence in yourself when it comes to sharing your Spa experience, then what is your action plan to ensure that you are postured for success?  Success isn't an accident and it comes through careful planning and setting goals.  Once you have a clear direction, you will be amazed at how things start to click and your business starts to take on a new momentum.  When you love what you do, others will love it with you!

I hope you have a great week.  Be sure to check back next Monday where our topic will be "Making your Host your Business Partner". 

Ciao!

Dealing with Problematic Hormonal and Cystic Acne

One of the most frequently asked questions is regarding how to address clients who suffer from problematic hormonal or cystic acne. This blog will help you understand the cause of acne and give you the words to say when you recommend the products that will address their concerns.

Normally, in a situation where I have a client that has mild or periodic acne breakouts, I would recommend that they take the skin s.p.a. quiz and use the recommended BC Spa Facial regimen; however, for problematic hormonal or cystic acne, it is best to use a regimen designed specifically for acne control.  The trick to ridding the skin of acne is consistency and patience…neither of which come naturally for most people; however, is crucial if you want to get the condition under control.  This is not a quick fix solution…this is a skin-altering regimen that will help the skin to act more normally.

Both teen and adult acne are caused by hormonal fluctuations.  Women are most prone to hormonal acne breakouts in their teen years, during pregnancy, during their monthly cycle, when beginning, altering or discontinuing birth control medications, and during the menopause years.  Inconsistencies in hormonal production will cause the sebaceous glands (oil glands) to overreact.  This oil congests the pore, forming a plug which attracts and harbors bacteria.  The gland continues to produce oil, and because it can't be released, swelling and inflammation result in the form of an acne blemish. 

I guess you are wondering why I told you all of that?  Well, when you understand the cause of the problem, you can understand the rationale of the solution.  An effective regimen would include products that clean the pores, reduce oil production, extract any residue in the pore and discourage bacteria.

One thing that I learned quickly in this business is that everyone has "sensitive skin".  In reality, few people have truly sensitive skin…in most cases they are either using the wrong products, don’t understand what the products are intended to do or have not given the skin time to adjust.  When dealing with acne, unless someone indicates that they have diagnosed skin condition, rosacea, or some other condition that would result in overly sensitive skin, I would recommend the products that we know are going to be effective first, then make modifications as necessary.

AM/PM:

• Skinlogics Clear Cleansing Gel - deep cleanses without stripping oil and has a form of salicylic acid (which kills bacteria and reduces acne inflammation) in a form that provides an invisible film on the skin when the cleanser is rinsed away to help offer all day benefits.
• Skinlogics Clear Scrub/Mask - used as a mask 3 times a week, either AM or PM  (contains sulfur to kill bacteria, and clay to extract impurities from the pores)
• Skinlogics Clear Tonic* - This is the magic bullet in the line.  This product has an OTC drug level of salicylic acid and a unique mineral powder.  Shake the product, apply to a tonic pad and swipe on skin.  The mineral powder, saturated with the salicylic acid both kills bacteria and absorbs oil.
• Skinlogics Clear Mattifying Moisturizer - this is an oil absorbing moisturizer that contains micro-sponges that attract oil and deliver a matte finish to the skin.

Use this regimen (and only these products) for 4 to 6 weeks.  The skin renews itself in the years under 30 about every 30 days.  The multi-layers of the skin's epidermis trap toxins and residue and it can take the full 30 days to clear the skin and purge the toxins. 

*The Skinlogics Clear Tonic is an alcohol-based product.  Alcohol is a drying agent and is intended to dry the acne and reduce oil production in the skin.  You will run across those who object to using a product containing alcohol, because it is drying…P.S. it is supposed to be, that’s why we use it in this formula.   If the skin becomes dry or becomes irritated, reduce to once a day.  If that is not enough, every other day, until the skin adjusts.

Hormonal acne, in both teens and adults, can be stubborn, and require additional treatment products.  There are 2 other products that I would recommend for both teens and adults:

• Regeneration Overnight - containing retinol (a vitamin A derivative) which will help increase the rate that the skin renews itself, helping the skin purge toxins more quickly, regulating oil production and helping to reduce the heal time of the blemishes.  This is a VERY aggressive product.  The product is VERY likely to cause initial redness, perhaps topical dryness until the skin adjusts and likely some flaking…this is a VERY good thing, it means the product is working.  If the symptoms become uncomfortable, simple reduce the use of this product to every other night or two until the skin adjusts.  Add this product to the PM regimen, after tonic and before moisturizer.
• BC Bright Oxygen Infusion Radiance Masque - This unique treatment, used at least 3 times per week, infuses oxygen to the skin.  Oxygen has the ability to kill bacteria and help purify the skin.  This masque will help expedite the healing process of the skin and quickly eliminate active acne blemishes.

There is not one clear-cut solution for everyone when dealing with acne, particularly hormonal cystic acne and there are times when medical intervention is necessary.  Antibiotics or other medications may be prescribed to supplement a good skin care regimen.  This regimen, however, is one that I have found to be most effective.  It is important not to use too many products on the skin, and once you normalize the skin and clear the acne, it is important not to add more than one product at a time to the skin care regimen. Anyone who suffers from problematic acne needs to understand that they have a problematic condition and the solution may take some trial and error to find the right regimen to perfectly fit what their skin requires.  With our no-risk money back guarantee to our clients, working with you can be seen as your competitive advantage since you can deliver education and service.

Now this is important…when you encounter a client who has a problematic skin condition OR when you are recommending products that are highly concentrated and contain active cosmeceutical ingredients, it is important to tell the clients what to expect.  I have found that if you lead with what they can expect, explain what the products are doing and how they are working, they will not be discouraged, or at least can anticipate some mild sensitivity, peeling, redness, increased breakouts, etc.  The same would hold true when starting someone on any our skin care regimens contain more potent ingredients such as AHAs, PHAs, retinol, etc.

When consulting with a client before using this regimen, let them know that this is not going to be an overnight solution.  It is possible that they will see an increase in acne production after they begin this regimen.  This is part of the skin purging process. As much as they won’t want to hear it…the more severe the acne, the more likely the chances are that they will see an increase in breakouts before the condition improves.  It is best to avoid products, during the initial stages of starting a new skin care regimen for acne control, that purge the toxins too quickly, unless an increase in acne breakouts is not a concern.  Products like MicrodermApeel and BC Spa Detoxifying Clay Masque are all incredibly potent and effective products, but they WILL pull deeply rooted debris to the surface very quickly and most likely will cause a rapid increase of blemishes initially. This is not necessarily a deal-breaker, but something that you should tell your clients, and let them make the decision. I also recommend avoiding daily use of products that contain sun screen if you are prone to problematic acne.  Ingredients that deliver and SPF have a tendency to clog pores and aggravate acne blemish formation.

In summary, when dealing with acne prone skin:

• Keep the regimen simple
• Consistent and persistent use is crucial
• Use for a minimum of 4 to 6 weeks before changing or discontinuing
• Less is more – too many products can be TOO MANY PRODUCTS!
• Clearly inform your clients what to expect when they begin using the products so they do not become alarmed or discouraged at the changes in their skin.

I hope you all have a great weekend.  I am off to Fashion Week so check out my Facebook page to stay in the loop on all the excitement as BeautiControl hit’s the world’s largest fashion runways.  Check back on Monday as we continue our BeautiControl 103 series addressing holding Spas and overcoming objections.

Ciao.