Clicks and bricks Podcast

Season 4, Episode #8: Scott Gilbert

Scott Gilbert of Aesthetic Flight: Turning Med Spas Into Referral Machines

Scott Gilbert is the founder of Aesthetic Flight, a growth partner dedicated to helping med spas scale sustainably. With a decade in medical sales, a successful med spa exit, and deep exposure to plastic surgery through his wife’s practice, Scott’s perspective blends clinical insight with hard-nosed business discipline. In this episode, he shows brick-and-mortar owners how to stop selling “treatments” and start delivering outcomes—so cash flow, not debt, drives growth.

Why he matters: Scott cracked the code on lowering marketing cost per acquisition, tightening sales and onboarding, and building a referral engine that compounds. His five growth engines give owners a step-by-step path from empty rooms to a business that runs with a capable team.

Key Takeaways from the Episode:

  • Sell categories, not brands. Customers search for solutions (“pigmentation,” “texture,” “collagen”), not trademarked device names. Package outcomes, not menus.

  • Own your marketing. Agencies can execute, but the owner must understand the funnels, assets, and metrics—or waste cash and time.

  • Cash flow beats debt. New clinics die under equipment leases if revenue lags. Design offers that fund the next acquisition quickly.

  • Onboarding is your secret weapon. Treat post-payment like the starting line: proactive education, reminders, visuals, and step-by-step care create fast results and trust—fuel for referrals.

  • The five growth engines. (1) Client acquisition, (2) Sales process, (3) Client onboarding, (4) Profitability via retention, (5) Team building—so the owner can step back and scale.

👉 Watch the full episode now on YouTube: https://www.youtube.com/watch?v=bOBXMJ_5S20 

Memorable Quote:

"Your business will not succeed until you have referrals coming in."

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