resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
The Science of Stretching
In 1986, Rob DeCastella set a course record by running the Boston Marathon in 2:07:51, just 39 seconds off the world record.
Are You a Bad Chiropractic Patient?
My father was a great DC. In fact, as you might expect, he was the doctor of chiropractic I measured all other doctors against. Sadly, he died at age 61 when I was in my early 30s.
Why You Should Include the Single-Leg Stance Test in Every Patient Assessment
The single-leg stance (SLS) test, also known as the single-limb stance test, unipedal stance test or one-legged stance / balance test, is often used in the geriatric population to assess static postural and balance control.
Finders Keepers: The Secret to Relationship-Based Marketing
Becoming a successful practitioner has less to do with what you learned in school, and more to do with your ability to find new patients and keep them!
New Medical Technologies You Need to Know
We're all familiar with how fast computers become obsolete, as well as the rapid pace of development in the field of cell phone technology. The latest smart phones are far more powerful than desktop computers were only a few years ago.
By the Numbers: 3 Common Financial Mistakes With Major Consequences
Warren Buffett is on record for sharing the hidden art of becoming wealthy and making it simple enough for anyone to grasp.
Remembering Clarence Gonstead and 50 Years of the Gonstead Clinic
Dr. Clarence Selmer Gonstead (1898-1978) took chiropractic practice from back-alley bone setting to an understandable biomechanical science. His life was dedicated to clinical competency.
A History Worth Telling
The popularity and the use of acupuncture for the treatment of animals in the United States is at its peak.
Peer Points: Always Seeking To Grow
Ellen "Kiki" Geary has spent the last decade honing her craft. As a specialist in integrative holistic care, she went straight from completing her master's degree in acupuncture and chinese herbal medicine from Bastyr University to building a successful and thriving practice in the small community of Anacortes, Washington.
A Guide for Talking to Doctors about Acupuncture and Brain Chemistry
Before I begin any discussion of how to talk about the effects of acupuncture on brain chemistry, nervous and endocrine function, it is essential to understand just what physicians most need help with.
Knee Pain From the Kinetic Chain
As practitioners of manual medicine, chiropractors often treat patients suffering from knee pain.
Vaccines and Chiropractic: Evidence-Based Medicine or Medical Dogma?
Right or wrong, the chiropractic profession has historically been against vaccinations. However, a growing trend within the profession is seeking to reverse this position.
Coding for the Subluxation: ICD-9 vs. ICD-10
When I attended chiropractic school, I was taught that chiropractors approach health care differently than the traditional medical establishment.
Physical Exam 101: The Hands
I am sure you are familiar with the old adage: "When the only tool in your toolbox is a hammer, everything starts to look like a nail."
Building From the Bottom Up
I caught up with my dear friend Honora Wolfe, in her Colorado painting studio where, if she is not praying in Bhutan or doing charitable work in a Nepali free clinic, she spends most of her time now.
Curbing Label Overwhelm
For the average consumer, reading a food package can be overwhelming: natural, organic, non-GMO, gluten free, free range ... you get the picture.
Fibromyalgia: Put the Pain in Its Place
While some fibromyalgia patients respond favorably to regular chiropractic care, others experience minimal relief. Unfortunately, many of these patients must rely on pharmacological management to relieve their constant pain.
Medical Qigong for the Heart: Part III
Part 1 and Part II of this series focused on the physical aspect of the Heart and mental emotional aspects of the Heart respectively. Now, I would like to focus on the spiritual aspect of the Heart.
A Chinese Medicine Story: An Interview with Mazin Al-Khafaji
Mazin Al-Khafaji's work has interested me for years. In February 2014, we invited him for the second time to speak at the Southwest Symposium in Austin, Texas.
April, 2005, Vol. 05, Issue 04
You Are in High Demand
By Cary Bayer
Wouldn't it be fabulous if you could own a business in which virtually everyone you met wanted what you offered? Imagine how much a business like that could be worth. Even a multinational giant like Microsoft isn't in demand by everyone because not everyone owns a computer.But there is a business whose service is desired by virtually every adult alive - it's called massage therapy. The reason everyone wants what massage therapists offer is because everyone has a body. And almost everyone's body is in some kind of pain. Your market as a therapist is greater than the market for Microsoft! Who would have thought?
Few of the massage therapists I've coached these past three years recognized this reality when I first started working with them. They were so focused on making ends meet that they missed the big picture - namely, that anyone they meet can become a client. (This is also known as missing the forest for the trees.) Even fewer therapists were marketing themselves with this kind of positive thinking dominating their consciousnesses. The absence of this insight is the invisible cause for the financial struggles of far too many massage therapists. Too many of you talented healers are unable to massage fulltime because you have overlooked the enormity of the market in front of you; instead, you take other jobs to pay your bills. If you have time and energy left over, you do some part-time sessions. This is a great loss for you and those who could be benefiting from your healing hands.
By realizing that virtually everyone you see each day wants what you offer, you'll feel encouraged to be more enthusiastic, dynamic and bold in how you speak with people. (Being more enthusiastic, dynamic and bold - the result of this insight - also helps create new clients.) If you think this way, you won't have to rely on gift certificates, discount packages, coupons and free chair massages to land new clients. While those are marvelous marketing stratagems, none is as easy as meeting someone at a party and booking a session for them.
When people ask what you do and you tell them that you're a massage therapist, more than likely they'll express interest in what you offer. Sometimes, therapists laugh and reach for the spinach dip; others reach for business cards. But the therapist who knows that massage therapy is in demand, reaches for the appointment book and asks when the person would like to come in for some relief. Landing a new client can be that simple. That's why it's important to get into as many conversations with people about what you do as you can, which is usually the second question you're asked when you meet someone for the first time. Next time you tell a person what you do, observe their reaction, and pull out your appointment book. Have your appointment book with you at all times - you never know when you might need it.
Someone who sells life insurance works hard to get appointments. That's because people don't like thinking about their mortality. Fortunately, as a massage therapist, you offer immediate relief from what ails people. People like talking about having such a treat in their lives. Don't just give out your card and ask the person to follow up and make a call - they might have second thoughts. Sadly, many people don't recognize they deserve the pleasure of ongoing massage. Carpe diem and carpe clients.
You might also want to have some fun and play a little new business game with yourself. You can target, say, one new client out of your morning shopping trip, one new client from your afternoon yoga class, and definitely one new client at the party you're going to that night. Sure, some of you might consider this audacious, even presumptuous. But what have you got to lose?
I'm not encouraging you to crassly drop business cards everywhere you go. I'm simply encouraging you to adopt four easy strategies:
Start creating and tracking goals for your massage business. On Sunday night, write down your goal for the number of sessions you want to give in the coming week; the number of new clients you want to gain; and the number of discount packages you'd like to sell. When the following Sunday night rolls around, review your results that pertain to your goals and adjust your aspirations for the coming week. If you reached the goals, stretch them for the next week. If you didn't meet your goals, see how you might change your manner of speaking or your actions. You might also track some new categories, like the number of strangers you asked if they'd be interested in getting massage, the number of business cards you gave out, etc. The power of your intention to grow your business and the power of your attention to recording your results helps stimulate your successes.
The remarkable thing about getting clients in this radical new way is that it's mostly a matter of staying focused on it in your daily life - and having the courage to do it. I say courage because many of you - even if you see the wisdom in these ideas - might easily revert back to being like the Cowardly Lion in The Wizard of Oz, and let fear stop you. Here's an affirmation to help expand your thinking to incorporate this breakthrough approach: "Since everyone wants what I do, it's easy to get a new client every day." The more you let this thought grow in your consciousness, the faster it becomes the way you think, the way you speak, the way you act and the way you expand your business.
Click here for more information about Cary Bayer.
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