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