In the competitive world of aesthetic medicine, it’s not uncommon for practices to place significant value on hiring an aesthetic injector who comes with an established clientele, or "book of business." While having a dedicated patient following may seem like a quick path to increased revenue, there are several reasons why this approach doesn't always yield the best outcome.

1. Quality Over Quantity

A "book of business" suggests that the injector has a large volume of clients; however, it's essential to assess the quality of those patients rather than just the numbers. An injector who has a large client base may not necessarily provide the kind of outcomes that are expected of your brand. Patients who are accustomed to paying lower prices, for example, might choose not to follow an injector who moves to a clinic that charges more.

2. Brand Alignment and Culture Fit

Injectors come with their own philosophies, techniques, and styles. Many providers with an established clientele have well formed habits, opinions, and ways of doing business that may or may not align with your practice's values and brand image. A cultural mismatch can create discord that ultimately affects client satisfaction. Hiring someone who fits seamlessly into your practice’s culture is vital for ensuring a consistent and high-quality experience for patients.

3. Potential for Conflicts of Interest

An established injector may have existing relationships or obligations with other practices or companies that could lead to conflicts of interest, including non-compete and non-solicitation clauses, depending on the state.

4. Patient Retention

Injectors coming with a pre-existing book of business will likely retain their clients if they leave your practice to join a competitor or open their own practice. The fact that their patients followed them to your practice is a good indicator that you will risk losing them should the injector leave.

5. Motivational Fit

If too much emphasis is placed on an injector's ability to bring an existing clientele, the provider may perceive their own value to be greater than other members of the team. Consider hiring someone with a sound foundation and technical ability who is eager to grow and help build your brand.

6. Compensation Requirements

A provider with a book of business often comes with a hefty price tag. While high compensations may be justifiable based on potential revenue, there is no guarantee that a significant number of patients will follow. It may be wise to avoid the risk of carrying an exceptionally high salary on the balance sheet without guaranteed revenue to support it.

7. Availability

Anyone who has recently hired an experienced injector understands the significant shortage of skilled talent relative to demand. Requiring a book of business only further limits the potential talent pool. Searching exclusively for a provider with a book will also undoubtably add significant time to your search. Broadening the search parameters will speed up your hiring timeline and allow you to prioritize finding the best person for the role versus the one with the largest clientele.

Conclusion

While hiring an aesthetic injector with an established "book of business" may seem advantageous at first glance, it’s essential to examine the broader implications of that decision. Quality, culture fit, and long-term commitment are far more significant indicators of success in building a thriving practice. By prioritizing these aspects, you can ensure sustainable growth and a fulfilling experience for both your team and clients.