resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
Optimism = Compassion = Trust
A randomized clinical trial recently published online in JAMA Oncology examined how patients viewed their doctor based upon how the practitioner presented bad news to the patient.
Functional Hip Impingement (Part 1)
Every time I sit down to write an article, I realize how much more there is to know about musculoskeletal pain. I also learn something new every time. (I want to give special thanks to Lucy Whyte Ferguson for assisting with this article.)
Will You Be an Amplifer or a Mute?
These times are changing, and changing quickly. There have been many challenges to this profession throughout the past few years. The challenge is to talk, then talk and talk some more about this medicine.
The Need for a New Medical Model: A Challenge for Biopsychosocial and Ecopsychologica Medicine
Chinese medicine speaks of alignment between humans, heaven and earth. It is a complex view with a focus upon relationship. These are comprehensive ideas with no specific terms in contemporary medical practice.
Term Limits: What's in a Word?
It was the French historian and philosopher Voltaire who once declared the Holy Roman Empire was neither holy nor Roman nor an empire.
TCM Congress in Rothenburg is Largest in Western World
In the medieval town of Rothenburg, deep set within the Bavarian countryside in Southern Germany, the TCM Kongress Rothenburg each year draws around 1.200 participants from more than 40 different countries to attend the biggest TCM conference in the Western world.
There Really is No Room for Sexism
Recently, Matteo* (a transgender male) approached me during a break in an advanced shiatsu class in Berlin where he was one of two men in a group of 20 women. "Pamela. Don't forget to remind the translator to include male endings."
A Well-Kept Secret: 5 Element Acupuncture, Part II
Supervising acupuncture interns at a TCM college, it has always struck me how funny it is to hear the clinic manager tell the patients that the Five Element clinic specializes in treating emotions, as if patients with physical pain have no emotions!
Synergy Doesn't Happen in Silos: Acupuncture in Hospitals and Other Healthcare Settings
As acupuncture and traditional East Asian medicine continue to intersect and integrate with biomedical approaches, the conversation about integration expands and becomes richer.
Turning a Blind Eye to History – and Reality
The American Medical Association is taking the Supreme Court's Feb. 25, 2015 decision exactly as it always does – by turning a blind eye to history, legal precedent and reality.
The Way We Are Designed: A Conversation with Gil Hedley, PhD
I was first introduced to the work of Gil Hedley by Tom DiFerdinando. He gifted me Gil's DVD series.
Low Back Pain in Professional Golf: A Common Muscular Relationship
Every sport creates its own unique demands on the body. Some sports require such a myriad of body positions that assessing pathology is often difficult and unpredictable.
Treating Beyond Pain
More often than not, when a patient presents to the office, it is for a pain complaint. Headache, neck pain, low back pain, sciatica, carpal tunnel... The pain is often the focus of the patient's mindset, and they don't often have any thought of what comes after the pain.
Recreational Cannabis Use and TCM
Many people are drawn to cannabis for its effects physically, mentally and emotionally. Medically, cannabis has some legitimate uses, however the scope of this article is limited to the recreational use of cannabis.
An Excerpt from TCM Case Studies: Pediatrics
This excerpt is reprinted with permission from Jamie Wu. TCM Case Studies: Pediatrics was released in 2014 by People's Medical Publishing House.
A View From the ER
The University of Western States has inked an innovative agreement with local nonprofit health system Legacy Health whereby UWS sports-medicine fellows can experience observational clinical rotations in emergency-room settings within the Legacy system.
The Dietary Supplement Research Dilemma
I do not care what the truth is, one way or another; I just want to know it. And when it comes to dietary supplements, the truth can be hard to find for a number of reasons.
Talking to Patients About Lumbar Facet Denervation (Medial Branch Neurotomy)
Lumbar facet denervation, more appropriately termed medial branch neurotomy (MBN), is a procedure that may be considered when patients suffer from recalcitrant non-radicular axial back and/or leg pain.
Converting More Patients to Your Practice
In 2013 and 2014, the theme was "the money is in the list." This meant that if you had a big email list, you were really making some "cha-ching." Unfortunately, having thousands of emails doesn't equate to thousands of dollars in profit.
A House Divided?
The American Chiropractic Association's House of Delegates voted on 30 resolutions at its annual business meeting in Washington D.C., but two in particular took immediate center stage due to their controversial nature.
Applying the Thin Skull Principle
The "thin skull" principle, also known as the "you take your victim as you find them" principle, is a legal principle that can be summed up by the following statement.
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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