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Massage Today
March, 2001, Vol. 01, Issue 03

The Economic Power of Your Passion

By Perry Isenberg

On rare occasions, a health professional will tell me that they don't use samples or recommend certain products, because they are too effective and may reduce the number of patient visits.

If this is you, find another career.

It does not matter if it is advice and recommendation for a series of stretches, an exercise routine, an orthopedic pillow, vitamins etc if you don't always think of your patient first, find another career.

An important, often-overlooked role of a health professional is that of coach the cheerleader, so to speak.

Four years ago, I herniated a disk and was very concerned about the surgery and the effect it would take on my (very limited) active lifestyle.

Both surgeons (I went for two opinions) suggested surgery could be avoided and my lifestyle maintained if I would drop some weight and strengthen my abdomen and back.

Their confidence in me made me achieve the needed goals to control my health. I am indebted to these doctors for life and would fly anywhere they were to perform the surgery if it was ever needed.

My massage therapist (whom I've not seen for over two months just lazy, busy you know the excuses) suggested and provided at no charge a foot roller-massage, and suggested use of a tennis ball to stretch out my foot, to help with my possible case of plantar facsitis. I'm impressed with my therapist, and will recommend her all day long.

Nothing will ever replace the need for a skilled, passionate therapist. Part of your therapy includes empowering your patients to want to care for themselves. This only happens when you give them the tools and encouragement to do so.

In the rare event this leads to fewer visits, fear not, for your existing patients will be recommending you all day long because they know your passion is for patient well being, not just the almighty dollar.

If you're still reading this and I've managed to "make you think," please remain a therapist, coach, cheerleader and healer.

The business lesson learned here is not to think always about today, but to look at the financial side of your business as a growing concern: always trying to plant today's seed for the future harvest.

Our company often finds itself in negotiations with people who think short term and don't understand the future harvest.

More often than not, these companies or individuals come back a few years later saying they wish they would've worked with us to begin with. (If I knew then what I know now.)

For those therapists associated with other health offices, have you ever considered offering a free massage to all new patients to the health office? Seed now, harvest later. Always position your "seeding" as your passion to expose the better health of your patient. A patient cannot benefit from massage therapy without the introduction and education. Obviously, none of us could survive doing free work all the time so limit the "seeding" to an acceptable amount per week/month. We all need the cash register to ring today.

Be truthful, giving and passionate about your work and it shows. Smile and the world smiles with you. The people you introduce to the benefits of massage therapy will return to you ten-fold. Until next month, be healthy, be good, stay focused and be motivated.

Click here for previous articles by Perry Isenberg.


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