00:00:04:10 – 00:00:49:05
Jay Shorr
Welcome to Shorr Solutions: The Podcast. And I’m your host. Jay Shorr, CEO and founder of Shorr Solutions. We are a team of national and award winning practice management consultant with experience running a multimillion dollar cosmetic dermatology and plastic surgery practice. We’re here to share strategies and insights that will help you grow your practice efficiently and profitably. In each episode, we’ll explore the steps and actionable insights to guide you through your journey to increase efficiency, boost revenue, and decrease costs. Tune in and discover how to improve your patient experience and take your esthetic practice to the next level.
00:00:49:06 – 00:01:14:14
Paige Hamilton
Hello and welcome back to another episode of Shorr Solutions, the podcast. My name is Paige Hamilton. I’m the marketing and advertising manager here at Shorr Solutions, and today I am hosting this episode and I have Cristian Devoz as my guest today. He is one of our partners here at Shorr Solutions and also our Senior Client Success Manager. So welcome to the podcast, Cristian.
00:01:14:17 – 00:01:17:13
Cristian Devoz
Thank you, Paige, and really happy to be here with you today.
00:01:17:16 – 00:02:29:06
Paige Hamilton
All right. So today is going to be a very fun episode. It’s the second episode in a series that we’re doing called Inside Shorr Solutions. So the next few episodes will give you an inside look at the people inside our business. We want to share with you who we are, whether you’re a loyal podcast listener, if you’re starting the search as to wanting a practice management team, or if you’re one of our current or past clients as well.
Our goal with this series is to give you the chance to know our team on a deeper level our journeys, our philosophies, our stories, and all the lessons that we’ve learned up until this point in our careers. Our last episode was a look inside of our CEO and founder, Jay Shorr’s story. Today is going to be all about Cristian and his story.
So, Cristian, I want you to start this off by telling us what you currently do at Shorr Solutions and what your day to day looks like.
00:02:29:07 – 00:03:18:18
Cristian Devoz
Absolutely. Thank you. Paige. That was a great introduction. So I guess right now what I mostly do is work with clients. That’s my main job. So I help clients when it comes to financials. So I help them review P&Ls, you know, take a look at, you know, revenues expenses and what’s the bottom line.
I also help then with training for phone skills and sales training. And those are like my main two things that I do with clients. I also help every so often with H.R. And internally I also help manage our marketing team, and I also help with other internal things like keeping up with Monday.com, which is our project management tool to make sure that everything is on target with the things that we’re working on for clients. So I do a little bit of everything basically.
00:03:18:20 – 00:03:25:14
Paige Hamilton
Yeah, that’s one of the perks of being on a small team, right? We just always get pulled into different projects that we want to work from.
00:03:25:19 – 00:03:27:07
Cristian Devoz
That’s right.
00:03:27:09 – 00:03:30:20
Paige Hamilton
So can you tell us what’s your favorite part about working with clients?
00:03:30:20 – 00:04:17:18
Cristian Devoz
Well, I guess my favorite thing would be to see them develop and grow and ultimately become successful. That’s like my main thing, and just seeing them starting to understand their business, starting to see how they’re saving money because of the investment that they made in our services. That makes me feel really, really good, just to know that whatever they invested in us is giving them returns. To me, that’s just very fulfilling. And most importantly, being able to build those relationships with them and to hear about their lives and to hear about, you know, how sometimes they go through difficult challenges and being able to be there for them, I think, is for me is very rewarding. And I love being able to to be part of that journey and to to see them become the best versions of themselves and take their businesses to the next level.
00:04:17:18 – 00:04:20:12
Paige Hamilton
And building all the Excel spreadsheets. Right?
00:04:20:13 – 00:04:20:21
Cristian Devoz
Yeah.
00:04:21:02 – 00:04:50:03
Paige Hamilton
All right. You have a really fun start with Shorr Solutions. And it’s a really interesting story. So I want you to be able to share that. But just to give a little introduction, you started as an intern and now here you are doing this podcast with me as a partner. So that is definitely a huge jump from intern to now partner at the company. So I want you to share what that experience is like and how it shaped the way you approach your work today.
00:04:50:05 – 00:09:18:13
Cristian Devoz
Yeah, it was definitely not the typical internship story. It was a little bit different. I’m going to have to think back on those days, three years ago when at that time I was working as a supervisor at a call center, and I was managing a team of medical interpreters, and I loved what I was doing. And I remember at the time I was trying to continue to be promoted. I started there as an interpreter myself, and then I was able to get to become a supervisor, and my plan was to continue to get promoted until becoming a project manager. And you know, continuing to grow within that organization.
However, when I apply for that next position, I went through all the different filters. When I got to the last one, I didn’t make it to that job. So in my mind, I thought if it wasn’t for me, it was for a reason and maybe there was something better in store for me. So I started kind of being open to other opportunities, and that’s when I saw this announcement of our conference. It was for the conference, the International Master Course on Aging Science, Congress. And I was very excited about that opportunity because they were looking for just people to work over the weekend. They were looking for bilingual people who could speak English and Spanish.
And I applied and they said yes. And I went over there. It was three days conference. The first day I remember being there. I was scanning badges. That was my job, and I was assigned to a specific room. And so that first day I was, you know, doing this all day, I was standing on my feet. And I remember going home after the first day and telling my wife, I don’t think I’m going to go tomorrow because I’m in so much pain, right now. My legs were just super swollen and tired for the whole day, just standing up.
And I remember my wife told me you should go tomorrow and keep an open mind. Maybe tomorrow is when you’re going to meet someone who you know might change your life. Who knows? And I remember just thinking, okay, I’ll listen to you. I’ll go tomorrow again. And so I did. And this time I was actually looking around, seeing if I could, you know, meet someone.
And I remember seeing this older gentleman and he was trying to speak to some people or a booth, and they couldn’t speak English. So he was struggling to communicate with them. And I just stepped in and I said, hey, can I help you? Can I translate for you? And then he said, yes, please. And I helped him out. He thanked me and then he went away.
Later that same day, he came back and this time around he was wearing a suit and he had a badge on. And I realized that he was a speaker. And the name of the speaker was Jay Shorr. And I remember seeing what his lecture was about. And I asked him, hey, I see that you’re going to be talking about how to open, how to grow, and how to sell a business, and basically from A to Z. Can you give me some advice for a young man who wants to be an entrepreneur?
What would you you know, what would you say if it was you? Like if you could go back in time and give yourself some advice when you were my age, what would you say? And he told me, well, there are two things. Number one, you need to find the business that you want to do and work for someone who is already doing it. You know, you start from the ground and then you make your way up and you learn the different aspects of that business.
Because many people go out there and they try to start a business, but they have no idea. They have no knowledge of how to open that business or what is required to run that business. So I was his first advice, and then he said to me, second thing, that you should do is if you can get an internship with someone and that way you can get a chance to get education without having to pay for it.
Because right now you’re going into college, which I was. But you have to pay for your education if you do an internship, if it isn’t paid well, they’re not going to pay you with money, but they’re going to pay you with experience and knowledge and the opportunity to potentially even stay at that company and do what I told you on my first advice.
So I listened to her and I said, well, that’s great advice. Thank you so much. I appreciate it. And that was it. The third day he comes back and he has another lecture, and this time he comes with it with his wife and her name is Pat. And and Pat told me, hey, as I spoke to Jay, he told me about you. And you know, he will be more than happy to mentor you. And that was the beginning of a life changing experience for me.
I called in the next day and I said, hey, can we meet? And from then on he started mentoring me on my personal side. I was about to become a dad at the time, so he gave me a lot of advice on what to expect with that and how to be a good husband and all that good stuff. And he also said to me, you know, are you interested in maybe in an internship with us? And that’s where I started. That was the beginning of my journey as a marketing intern.
00:09:18:13 – 00:09:21:16
Paige Hamilton
And then and then the rest is history.
00:09:21:18 – 00:09:24:09
Cristian Devoz
The rest is history. That’s right.
00:09:24:11 – 00:09:54:03
Paige Hamilton
Yeah, that’s it’s such a great story. I feel like every time you tell it, sometimes you add in more details, and it just goes to show that you never know who you’re going to meet and the different opportunities that you get, like you mentioned, you know, that one wasn’t meant to be. And now you have to look for new opportunities. And how do you not take in your wife’s advice and go on for that second day. Then you never would have met Jay, and then who knows what would have happened with this company and obviously I’m sure we would all still be here. But, you know, certain things just play out the way that they’re supposed to.
00:09:54:05 – 00:09:56:03
Cristian Devoz
That’s right, 100%.
00:09:56:05 – 00:10:19:12
Paige Hamilton
Yeah. So during your internship and your mentorship and then you started shadowing Jay and being in all of his meetings and learning all the ropes. And that’s the history that we’re talking about. But how did that whole process and being under the direct mentorship of Jay change your your mindset of how you worked and what kinds of things do you still apply to what you do now?
00:10:19:13 – 00:13:04:00
Cristian Devoz
One of the very first things that I learned from Jay in regards to the esthetic practices and this line of business is you got to treat it like the business that it is. That was the first line I memorized, and I memorized a lot of Jay isms over the years, and that was the first one I learned, because as an employee, I had this whole perspective working for other companies before. I was always looking at it from my perspective as an employee. What can I get? What are my benefits?
By working with Jay, I started to see the perspective of a CEO of the actual owner and I realized, well, you cannot pay your employees if you don’t make any money. So something as simple as an employee wanting a raise, but your company is not making any more money, how do you deal with those situations? And now you have this whole complex world of HR and having to resolve the different problems with your people, trying to make them happy, keep them happy, while still understanding that there are certain limitations.
So that was one of the things I started to realize. I started to think more like an owner as opposed to an employee. And the second thing I learned from Jay was definitely believing in myself. I realized that I knew more than I thought that I knew, and the moment I realized that is when I started to see, you know, business owners or practice owners come to me asking questions that for me were like, yeah, this is an easy answer, that simple. This, you know, this is what you need to do.
But that’s when I realized that the reason why I knew that was because I had been shadowing Jay for all these years, listening to him and listening to his experiences, listening to the things that he was teaching the clients and learning from him. And not everybody has that opportunity. So for me to realize that was life changing, because I started believing more in myself and realizing that I can help the client.
And once I did that, I was able to start taking on some of my own clients, helping them. And something that is very unique about our team is that we all specialize in different things. So if there was something I didn’t know I didn’t have to worry about oh, I don’t know the answer to that question, but I will be like, oh, well, that’s a great question. Let me, you know, discuss it with Janna completely with the answer.
It was an I don’t know any more. It was more let me find out. And it’s no different with business owners out there. When you start a practice is going to be a process of learning. And one thing that you need to know is that if you haven’t had a practice before, which you probably haven’t, you need to find someone that will be like a mentor. In other words, you need to find yourself either a consultant or just some business or person that will help you and lead you so that you don’t make the same mistakes that they made.
So that’s why a consultant is so important for our clients and for you. For those of you listening out there and being able to have that kind of mentorship in your life, that’s very, very important to be successful.
00:13:04:01 – 00:13:36:02
Paige Hamilton
And I know something that you’ve said a lot as well, and something that Jay values too, is there’s not really a cap that you can reach that once you’re at a certain level, you’ve realized, oh, I know everything, because even all of us, we’re still learning. And every day we learn something. You can’t ever feel like you’ve mastered something in the entirety. And I think that’s something that Jay has always expressed through his love of teaching is you can never stop learning. There’s always something else that you don’t know, right?
00:13:36:02 – 00:14:11:01
Cristian Devoz
And I love that you say that because, I’m still learning every single day. And sometimes, I mean, I’m meeting with a client and just planning for the 11th time because I maybe have many, many other meetings. We have talked about it, and I learn new things, even though he has explained that many times before. Maybe this time I was able to pick something I didn’t pick up on before. So you can always learn and is keeping the open mindset of you can learn from anyone. It doesn’t matter you know, their age or their status as long as you have an open mind, you can learn anything from anyone.
00:14:11:03 – 00:14:54:19
Jay Shorr
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00:14:54:21 – 00:15:23:08
Paige Hamilton
Okay, so this is kind of a good little segue to your growth and some of your milestones. So tying this into education and still learning is that you’re working on finishing your degree, and you are able to manage doing that and being a full time team member here at the company and also being a father. So how do you manage it all? How do you keep yourself motivated to balance all those things despite, you know, being pulled different directions?
00:15:23:08 – 00:17:42:14
Cristian Devoz
That’s always the question, right? How do you do it all? I believe we can do it all, but you cannot do it at the same time. And that’s why you have to have priorities. And to me, what has worked is if I’m at work right now, I’m at work right now, like I’m not with a baby, even though I love my son and he will come into the office and, you know, march in. That happens. But I’m in the meeting and he has to understand that he will understand over time that this is the time when Dad is working.
This is my work time, and I have to focus on what I’m doing here. After I finish work, I spend time with my son. So as daddy time, that’s when and there for him. I play with him, I take him out. That’s all the time. Then after he goes to bed now I go back to my office that I start studying. That’s when I do my homework and I’m almost done with my degree. And to me that’s very important because the things that I’m learning often enough, I find to be very helpful with the things that I do with my clients because I’m studying a business major.
So for me, that’s very helpful. It keeps things fresh in my mind, and I believe that even after I finish my degree, I will probably continue taking classes just so that I continue to to learn and grow. By the way, you were saying earlier, we always have to be learning. So I always try to prioritize as number one and then when things don’t happen as they should, which that’s life. Life happens. My son might get sick now that’s the priority.
So being able to understand that as long as you understand your priorities and know what’s most important to you, you can do it all. But you have to be able to understand that saying yes to something now will be saying no to something else. And to me, what’s most important before anything else is making sure that my health, both mental and spiritual and physical it’s right before I can help others is like when you’re on a plane, right? And they tell you, you know, before you, you help others with their mask.
If there is like an altitude issue and you know, the oxygen mask come down, you first have to pull yours on and then you can help others. That’s number one rule. I feel the same way. And that’s why the first thing I do when I wake up, I do my meditation, I do my prayer, and then I do exercise because that to me is very important and is the foundation of everything else. And if you don’t get those big building blocks at the bottom of your of your, of your day is going to be very difficult to pull all the other different things. So being able to understand that it’s very important to me.
00:17:42:19 – 00:18:12:12
Paige Hamilton
Yeah, I love that. That’s great advice for everyone who you know, just having some sort of structure and finding what works for you and knowing that, like you said, your priorities have to change and you have to be okay with that and not necessarily go with the flow and ruin your structure, but just reprioritize and keep going. So with that, what kinds of things do you like to do to recharge? Keep yourself from getting burnt out. If you have a stressful day or you know things don’t go as you planned.
00:18:12:13 – 00:19:23:14
Cristian Devoz
I mean, that’s a great question because sometimes I don’t have time for other hobbies. Most of the time I don’t have time for a lot of other hobbies. Exercise is great for me. I think that’s the one thing that I keep doing consistently that I always come back to. It’s a way for me to just not think about anything else, just focus on in that moment and go all out. And sometimes it can be a way to even get rid of the stress, and that’s the way that I do it.
And then of course, on the spiritual side, I do my prayer and scripture reading. That’s how I also try to recharge and connect with something greater than myself. And it doesn’t matter what your religion is or what you believe in, having that time to just meditate, ponder, pray. It really helps you focus on the things that really matter. So that to me is is like my biggest thing, I would say even bigger than exercise.
And then the other thing that I enjoy doing is just going out with my family, just taking the kids out and going to the park, getting some fresh air. That to me is another way that I recharge. And I tell my wife, sometimes I wish I could do a midday walk to the park. I feel like, yes, it recharges me. And that way when I come home, I can get everything else that I need to get done. But those are the main things I will say for me.
00:19:23:16 – 00:20:06:11
Paige Hamilton
Yeah, I think it’s important for business owners and practice owners to know that it’s a hard balance, that as a business owner, it comes home with you. And I think still having those boundaries and being able to set those boundaries. So you don’t get burned out is important. But there also has to be that balance and you have to go back, going back to like the priorities of knowing this is your business and you need the money. But also you do need to have a life and have the fun too, because otherwise you’re going to get burnt out and then you’re not going to be motivated to keep going or you’re going to start disliking work and things like that. So you just have to enjoy the simplicity of life sometimes.
00:20:06:12 – 00:20:53:19
Cristian Devoz
and I would say the messiness of life as well, because sometimes, especially if you’re going to open a practice at the very beginning, it’s going to be very difficult to be an entrepreneur and do everything that you need to do as a business owner and maintain all these different things that we call balance. Sometimes life gets imbalanced, and that’s just for a little season and understanding that those are systems that will pass.
But I will say understanding that sometimes you might not have time to exercise, you won’t have time to do certain things, and that’s okay. And not to beat yourself up for it. There is no such thing as balance when you’re trying to build a business, but once you’re up and running now, you can start to have a little bit more balance. And then of course, once you set up your business correctly so that it can run without you, that’s when you really start getting more, free time and being able to enjoy the things that you like.
00:20:53:21 – 00:21:23:00
Paige Hamilton
Okay, so let’s test it a little bit, because I want to talk about a major milestone that we’ve kind of already touched on a little bit. But at the beginning of this year, you became partner with Shorr Solutions. That is a huge milestone and definitely a turning point in your career. And now where you’re at. So can you take us back to that moment when Jay told you that you were going to be made partner in kind of what you were feeling in that moment.
00:21:23:02 – 00:22:42:00
Cristian Devoz
Just a deep sense of gratitude. One of the things that Jay told me when he started mentoring me, he made me make a promise. He said to me, I’ll do this for you, Cristian, but I want you to promise me that one day you’ll do it for someone else. And I said, yes, of course I’ll, you know, I’ll pay it forward like you’re doing now. I appreciate it, of course.
And then he said to me, I’m going to make you a rich man, which I thought was kind of funny, but, he basically promised me that, you know, he was going to be there every step of the way. He was going to help me grow and develop myself to be my best version. And to have someone like that in your life is very valuable.
So to me, I was just so grateful that he was actually fulfilling that promise. The moment that he made me a partner, I realize he’s for real. This is serious, that he actually means it. So to me, that’s that makes me wants to stay. Then what makes me want to work hard and help grow the you know, the company and help our clients stay happy and, you know, it’s just the sense of gratitude.
And to me, I just want to continue giving my best. I don’t think that he’s ever slowing down. He’s just trying to be better every step of the way. And it’s just that it’s all coming from that sense of, yeah, these guys for real. And I’m just grateful for the opportunity.
00:22:42:02 – 00:23:16:02
Paige Hamilton
I don’t know what could be bigger than, you know, realizing that it’s all coming full circle and, you know, your life is taking shape the way that it’s meant to. So what can our listeners take away from hearing your story? And, you know, if they’re the business owner and they’re thinking about bringing on a partner or promoting someone within to a partnership level, what can they take away? Or on the flip side of that, as well, is what can someone who’s in your shoes do to make that come to fruition as well?
00:23:16:03 – 00:27:43:18
Cristian Devoz
Okay, so I’ll start with the business owner perspective. I mean, the main thing I would want our listeners to take away from my story is you got to work hard and you got to be disciplined to be able to to do everything that you want to do. But it is totally possible. And even if I could tell, it would be more of my life story. You know how I basically grew up in poverty and I was able to learn English, basically by myself, and then of course, really hard teaching English to be able to pay for an education at the time to be able to do an English course to graduate and and then serve a two year volunteer service for, for the church that I go to. I was in England for a couple of years.
All of the story as well adds up to say that my life has been one of hard work and dedication and a lot of grace. I feel like I have been very blessed in the opportunities that I have been given, but have also been able to take on those opportunities. So as a practice owner or a business owner, you got to be willing to take on the opportunity that comes your way. You got to look for people that will help you get to where you want to get.
So whether that’s consultants or other businesses that will help you grow your business, being able to understand that sometimes life is going to be difficult and they’re going to be there are going to be challenges, but you can get through them. If you stay true to who you are and who you want to become.
And then, of course, if you want to have a partner, and have an exit strategy that includes having partnership opportunities for some of your employees or other doctors that work with you, definitely setting that up correctly. So there is an element of sweat equity where they are able to work towards getting those, shares of your practice or your business. And if you think about it as a stock market, right, you buy into a company that is, publicly traded, you know, you can buy shares of that company and you have an equity or an ownership of the percentage of that company.
If you think about it that way, there is private shares in your company that you can distribute where that’s giving them away a sweat equity, as I mentioned, or you can sell them to your other partners or associates or doctors or employees. You can sell those shares to them. The one thing that I will say about that is just make sure you always have the majority of the shares. So at least 51% of your company should be owned by you, so that if your partners at any time wants to buy you out, they cannot do it.
Unless of course, your plan is to be bought out. That’s a different story. Then of course, you want to structure in a way where in the future they can buy you out and you can maintain a small percentage of your company. So you can have kind of like a retirement fund if you want to call it that way when you get paid every year, a distribution of, you know, whatever the practice made, but you can structure in, in many different ways.
What I will say is, before you get in any type of partnership, make sure you have the right person on the bus, the right people on the bus. If you don’t have a good team to do this with, I would say maybe stay away from doing that and look for other ways of doing your strategy. And you have to think about all these different scenarios for that. But that’s on the owner side.
On the employee side, or someone who maybe is looking to grow in the practice, who is looking to, you know, be able to get equity in a business where there’s in the esthetic business or any other business for that matter. The first thing you need to do is to make sure that you’re an asset for that person, for that owner.
Becoming an asset looks like making sure that whenever something needs to be done, you get it done before you’re asked to get it done. So always looking ahead and thinking of ways that you can help the company grow and make more money, thinking of different services and things that you can offer to make more money to increase revenue.
Thinking of ways that you can help save money for the business owner, for the doctor or nurse practitioner or whoever is the business owner, being able to save them money, every dollar of an expense that you save, then it’s going to be pure profit. So being able to help them do that is going to show value, but also understanding that you need to sell yourself. Nobody is going to know that you’re doing all these different things. If you don’t tell them.
So always bringing it up to your boss or to your leader, what you’re doing, how you’re doing it, and for them to see the value in you and that you are an asset to them and that you are necessary for the operation of that business, that’s when you become valuable, and that’s when you can come to the owner and say, hey, I was wondering if there is any way that I, you know, I could be get some equity in the company. You know, let’s talk about equity opportunities and you can open up that discussion.
00:27:43:22 – 00:28:32:13
Paige Hamilton
Yeah, that’s great advice. And I feel like everyone can take something away from that. And, you know, even if your goal isn’t to be a business owner or equity or have that higher role, you can still make yourself an asset. Nobody wants to be the person who just shows up for work every day and doesn’t really contribute anything to the team, so I think that was great advice on both sides for a business owner or for the employee.
So, Cristian, one more question that I have for you is what do you hope your legacy will be? You know, either within this company specifically or just in general for your career, what do you hope that people remember about your career and what impact do you want to have?
00:28:32:13 – 00:28:35:12
Cristian Devoz
Well, that’s a great question. I don’t know that you have.
00:28:35:12 – 00:28:44:08
Paige Hamilton
Such a long way to go do with your careers. Yes, I think that you need to know what your legacy is right now. But just in the moment, what do you what do you hope for it to be?
00:28:44:13 – 00:29:51:16
Cristian Devoz
I one of the biggest things that as a young man, when I was 18, and that was the reason why I went on a mission for two years. And during that time I was serving people, helping people and teaching people, you know, it was a religious type of service. But it comes back to my main purpose in life, which I believe is to help others.
And, I believe in giving and to be able to give more, I need to become more. So that’s why I always try to get to that next level and to learn that next thing and to be always progressing so that I can give back. So that’s why when they asked me, hey, you know, I will do this for you as long as you want to give back. I’m like, I, I already planning on that. So the fact that you’re helping me is going to help me get there. And of course I will give back. That’s that’s my goal. That’s my purpose in life.
So I would say I want to be remembered as somebody who always helped others and who tried to make a difference in the lives of others and, you know, change the world one person at a time. I don’t think I can change the whole world, but I can change one world. And every person is a world, so I can change many worlds. I guess.
00:29:51:18 – 00:30:53:14
Paige Hamilton
Yeah, that’s great news. I’ve loved everything you’ve shared throughout this whole episode. You you have a great story, and I hope that all of our listeners, you know, you’re able to take something away from Cristian and his growth and everything that he’s been through and all the advice that he’s gotten.
And if you’re young, find a mentor or if you’re in the position where you have all this experience, find a younger person to mentor because it really does make a world of difference. Everyone need support. And having that support system. So definitely a lot of great advice. You should listen to this episode again if you need to.
And then like we mentioned, go check out Jay’s episode because he talked a lot about mentorship as well. And Cristian actually interviewed him. So that was a great episode, you know, to listen to. So Cristian, thank you for being a guest on this episode. Once again, thank you to everyone who stayed till the end and listen to this podcast. We’ll see you in the next episode here on shore Solutions podcast.
00:30:53:16 – 00:31:31:22
Jay Shorr
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