Lost A Sale, But Initial Phone Consultations — A Big Part Of Brilliant Customer Service
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We Get Letters & Email
A House Divided? (May 1 issue) provoked significant response from readers. Here are several of the surprisingly similar comments we received.
The Modern Acupuncturist
You studied ancient Chinese medicine, but I'll bet you don't practice it! Contrary to popular belief, our medicine has evolved A LOT over the years. Let's take a brief walk through history and discover the differences between ancient and modern acupuncturists.
What Does Success Mean to You?
Recently, I was asked to speak to young, budding businesswomen about running a successful business — and at first I thought, "Me? You want me to speak to others about success?!"
Green Tea Improves Cognitive Function in Elderly Subjects
Publishing their results in the journal Nutrients, in May 2014, researchers showed that drinking the equivalent of 2 to 4 cups of brewed green tea (or bottled tea) daily improved cognitive function or reduced the progression of cognitive dysfunction in elderly subjects.
A Poor Choice for Pain Relief
Acetaminophen is the most popular pain reliever in the U.S., accounting for an estimated 27 billion annual doses as of 2009. With 100,000-plus hospital visits a year by users, it's also the most likely to be taken inappropriately.
The Year to Make Things Happen
It is hard to believe that the Year of the Ram – 2015 is half over. Time seems to be moving especially fast. This is the year for things to happen for the acupuncture profession.
Rethinking Musculoskeletal Pain – A Public Health Perspective
The American Public Health Association (APHA) is the world's oldest and largest association of its kind, founded more than 140 years ago and boasting over 25,000 members.
Breath: The Movement of Oxygen and Energy
I remember with surprising clarity the first time a patient started crying during an acupuncture treatment I was giving. This is now quite a long time ago, back in 1999, when I was a student.
Acupuncture and the Pulse
In 1991, I attended a martial arts workshop hosted coincidentally by Sung Baek, a martial artist and the head of his lineage as a Korean trained acupuncturist. I was enamored by the details Sung could attain from the pulse, as told to me by some of his apprentices.
Leg-Length Inequality and Pelvic Fixation: A New Approach to the Negative Derifield (Part 2)
As we noted in our previous article, with a positive Derifield (+D), the doctor observes the reactive (shorter) leg in the prone position that becomes longer or "crosses over" in the flexed position.
Use Technology to Gain New Patients and Improve Efficiency
From the smartphone in your pocket to your microwave oven, advancements in technology have made almost every aspect of our lives easier.
Our Biggest Challenges to Compete in Wellness Care
In the first article in this four-article series [May 1 DC], I made the case that chiropractors should either embrace offering lifestyle wellness in their practices or face the possibility of losing their place in the wellness care marketplace.
TMF 2015 Scholarships
The Trudy McAlister Foundation (TMF), a nonprofit organization established to support students who are on track to make contributions either to clinical practice and/or to the understanding of the role of Traditional Oriental Medicine, has announced the 2015 scholarship recipients.
The Source-Luo Point Combination
The luo collaterals are part of the acupuncture channel system presented in the Su Wen and the Ling Shu (The Nei Jing). The function and clinical application of the luo mai are primarily presented in chapter 10 of the Ling Shu, however, they are also found in others chapters in the Su Wen and the Ling Shu.
Marijuana, Apathy and Chinese Medicine, Part 2
A talented young woman presented herself with emotional mood swings, which included being nervous, anxious and jittery.
First Do No Harm?
There's no questioning the frightening nature of breast cancer, which strikes one in eight women in the U.S. – eclipsed only by skin cancer in terms of prevalence.
Reducing the Autogenic Inhibition Reflex: Making Weak Muscles Strong
The autogenic inhibition (AI) reflex is a sudden relaxation of a muscle in response to excess tension.
The Nectar of Plants: Essential Oils and Chinese Medicine
Essential oils are a very hot topic these days, especially with the likes of the Ebola virus and the resurgence of measles lurking in our awareness, but when I first became interested in Chinese medicine, essential oils weren't on the radar screen for acupuncturists.
Professional Credentialing and Board Certification: An Ethical Faux Pas
Because of the Affordable Care Act, health care systems are coordinating care through accountable care organizations (ACOs) in order to reduce the cost of care and improve quality of care.
ACA or ICA: Which Best Represents You?
Last June, I was honored to represent Texas ICA members as their representative assemblyman at the ICA Annual Meeting in Kansas City.
Spieth Thanks His Chiropractor After Historic Masters Win
Jordan Spieth didn't just capture the hearts of golf enthusiasts worldwide with his record-setting, wire-to-wire victory at the 79th Masters Tournament.
Acupuncture in the U.K. Today: A Personal View
When asked to write a short piece on the current state of the U.K. acupuncture profession, my first response was to say it has all been relatively quiet.
How One Little Symbol (#) Gets You More Patients
Are you struggling to get more fans or followers for your acupuncture practice? Or are looking for ways to simply connect with your patients? Or do you just want to know how to keep them engaged (comments, retweeting, liking and sharing)?
Green Tea Improves Cognitive Function in Elderly Subjects
Publishing their results in the journal Nutrients in May 2014, researchers showed that drinking the equivalent of 2-4 cups of brewed green tea (or bottled tea) daily improved cognitive function or reduced the progression of cognitive dysfunction in elderly subjects.
Calculating Billable Units
I recently learned of an office that was audited based on the number of acupuncture sessions performed in one day. Is there a maximum number of sessions that can be performed in one day?
November, 2004, Vol. 04, Issue 11
By Steve Capellini, LMT
The Spa Letters Column features news, personality profiles, trends and plenty of professional possibilities for LMTs in the spa industry. The style is epistolary, meaning the articles are letters to a fictional massage therapist friend of the author.
This is a letter I am both happy and sad to write.I'm happy because you are so successful and your new day spa, The Spa House, is drawing in customers from near and far. They leave enchanted with the homey space you've created and thrilled with the exotic treatment menu you've developed. They are giving you rave reviews, and you're well on your way to surpassing your monetary goals for your first year in business. This is not always the case with spa businesses, as you know. You should be counting yourself quite fortunate at this stage, though your success is due in no small part to your own hard work, insight and persistence.
This is no time to bask too long in your glory, however. After all, The Spa House has only been open for a few months, and fortunes can turn very quickly in this business, as they can in most. I'm glad to see that you are staying on top of your business and working hard to keep it going on the right course. You'll need to do this continually to assure a prosperous future.
While I'm happy for you and all your success, I'm sad because, after these four years of correspondence, the time has come to say good-bye. Mahatma Gandhi once said, "Life is a continual series of separations." Well, this is our separation, Lou. I am formally cutting you loose from the mentor/student relationship that we've enjoyed for these few years. We'll still be friends, of course, but there is no need for me to offer advice any more, so this will be my last letter to you. I would like to look back over the four years we've been communicating in order to give you a perspective on how much you've accomplished. It's all too easy to forget where we are in life until we take the time to more closely examine where we've been.
In the Beginning
When we first started talking, you were a dedicated massage therapist who wanted to help people achieve wellness and find ways they could live more fully in their bodies. You were good at this, Lou. You were passionate and you found your way to the spa world because you knew you would be able to touch many people's lives through this medium.
It's important to note this enthusiasm of yours. Without it, people sometimes get into the spa industry for the wrong reasons, thinking it will mean easy money, prestige or glamour. This superficial initial inspiration does not carry with it the depth of commitment needed to create a truly inspiring spa.
You had what it takes to make a true home for yourself in the spa industry, starting from the ground floor up. You paid your dues as a therapist, working many hard hours a day for years. When the opportunity arose for you to move up the ranks in the resort spa where you worked, you took it and learned about supervision, training, schedules, hiring, firing, politics and more. This knowledge became the foundation you used later to make a move of your own. It's the way many professionals get their start in this industry: Inspiration = perspiration = reward.
Striking Out On Your Own
As so many enthusiastic, dedicated spa professionals do, you realized that opportunity was abounding all around you, and you wanted to try your hand at some new challenges. So, you headed for a new city to work at a startup medical spa. This, as it turned out, was not the dream job you'd envisioned but it was an important stepping-stone in your journey. You learned a lot about what works and what doesn't in a spa business; along the way you were even sued for malpractice! It turned out to be an insubstantial allegation, but it toughened you to the realities of business, which is a good thing (as long as nobody was hurt).
You also became involved with professional associations like the International Spa Association (ISPA), and you learned from folks at the Day Spa Association. You took classes, attended conferences, networked, got to know people and became known. Perhaps most important at this time, though you didn't know it yourself, was your new friendship with your coworker at the medical spa, Barbara. She would later turn out to be your partner in business and in life. And now you're going to get married! So, you can say in a very real way that your spa adventure has turned into your life adventure: the two are inseparable.
Finally, you could no longer take a backseat in this spa adventure and you decided, like many have before you, to open up a spa of your own. You were in a new city with few friends, and you had no real business experience, but you knew what you had to do. You hired people, created a business plan, learned about layout, design, contracts, consultants, retail sales, mission statements, team-building and more.
Most of all, you learned about risk. Risk is inherent in business, and that is why so many massage therapists stay away from business and prefer to remain cocooned within the sense of security created by a job. As I've said before, no matter who you're working for, you are working for yourself. This is especially true in the spa industry where people change jobs frequently, locations open and close, whimsical bosses hire and fire, and the entire landscape changes every couple years.
You took the step of opening your own spa, and even though I wish you the very best for your continued success, I can say in all honesty that even a failure at this attempt will be better than if you had never tried. When you become aware of your potential, feel what it's like to receive income not based solely on your own physical work, and felt the feelings of ownership and entrepreneurship, these impressions become imbedded in your subconscious, allowing you to recreate them again and again, if necessary. This is why millionaires who lose everything so often wind up millionaires once again - they know what it feels like to be rich.
Now You're the Mentor
You now know what it feels like to be a successful spa therapist, supervisor, manager, director and owner. These precious gifts are yours to use as you wish, Lou. You can spend your time worried about the competition and trying to keep the things you've learned a big secret (which you won't be very successful at anyway), or you can go the other direction and share your knowledge with others. And, if you wouldn't mind one last bit of advice from someone who has been your mentor for these past four years, listen to this: Become a mentor yourself, Lou. Find someone you can help, or simply remain open and let that someone come to you. Use your success to give back to others. I can tell you from experience that this is an excellent way to enjoy what you have attained and to move enthusiastically into your future in the spa industry, wherever that may lead you.
As always, I wish you the very best of luck.
Steve Capellini, LMT
Click here for previous articles by Steve Capellini, LMT.
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