About Mitchell Kwan
Most people pitching marketing to aesthetic clinics studied the problem from the outside. I lived it. I bought a clinic, walked away from a franchise, rebuilt it from scratch, and filled the calendar. I was also the client paying an agency $10k a month and getting almost nothing back. Everything I do now came from that.
Why this isn't abstract to me
I avoided mirrors. Called in sick to dodge being seen in public. Cancelled plans because I didn't want anyone looking at me closely.
So aesthetic clinics aren't abstract to me. Skin isn't superficial when you're the one living inside the problem. I know what it means to walk into a clinic hoping something might actually change. The stakes in that room aren't small.
The clinic
My wife and I bought a franchise licence for a clinic in Manning, Perth. We didn't get what we paid for. No operational support. The business we'd bought into didn't match what had been represented to us.
We made the call to exit, because staying meant running something that didn't align with our values. We were the first franchisees to legally exit. The regulations at the time were stacked in the franchisor's favour. Getting out was a win on its own.
That decision cost us. It was also the only one I could make and still put my name to the place.
The rebuild
New brand. New service mix. I rebuilt the consultation framework inside my own clinic and adapted through the AHPRA changes that restricted how we could advertise.
Then I tested. Over 50 hooks. Roughly 13 offers. Every angle and format I could think of, until the machine worked. 82 bookings in 30 days at $60 a booking. The deposit nearly covered the entire ad spend per patient. That proved the model worked at scale.
Later, when I brought on a new dermal therapist, the same machine filled her calendar. 47 bookings in 10 days. By the time she reached full scope of practice, she was booked a month and a half out. Not from a standing start. From a machine that had already been tested and refined.
The other side
Before I figured any of this out, I did what most owners do. I outsourced it. I had a newborn, no family support in Perth, a clinic team to run, and a franchise to exit. Paying an agency was the rational call.
The most expensive one charged me roughly $10k a month. When I finally checked the account myself, they'd spent $8k in a single month and produced around 10 bookings. That's $800 a booking. My own campaigns, on the same traffic, were coming in around $90.
The issue wasn't effort. Nobody was accountable to the thing the clinic actually cared about. They sent leads and blamed the front desk. They never asked about my consultation process, my booking page, my treatment margins, or my clinical pathways. Wrong questions entirely. And I was locked into a 12-month contract. Getting out meant lawyers.
Before the clinic
More than 40 health and wellness businesses across Australia, New Zealand, and the US. Chiropractors, dentists, allied health, gyms. That's what taught me aesthetics is different. The patient psychology, the trust threshold, the regulatory environment. None of it transfers cleanly from other service categories.
When I say Meta ads don't work the same way for aesthetic clinics, it isn't a theory. I've run them for both.
What I learned
Behind the ad, you need operations that can convert and retain. A consultation framework. Clinical pathways. A team with clear accountability. Culture that starts with the founder's own values. Without that, even good ads produce waste. Sometimes the honest answer is don't run ads yet.
I work with aesthetic clinics across Australia, remote-first. I fly in for the shoot, and for the work that's worth doing in person, with professional gear. The machine itself runs from anywhere. If you're a Perth or WA clinic, I'm local.
The numbers
82
Bookings
in 30 days. Face Foundry, $60 each.
47
Bookings
in 10 days. Filling a new therapist's calendar.
$41.60
Per booking
Perth laser clinic. 51 clients off $2,121 in ads.
100%
Show-up rate
On a $50 deposit. Profitable before they arrive.
Exact numbers, from real ad accounts and booking systems. Nothing rounded.
“What stood out beyond the work itself was his communication. He was responsive, proactive and made the whole process completely stress free… Mitchell is the real deal. He is talented, reliable and delivers results.”
Michelle Mexted
Director & Founder, Aesthetics Recruitment Australia
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