resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
News in Brief
Updated Neck Pain & Whiplash Guideline; Attention, IHS DCs; New VP of Institutional Advancement At Palmer; N.J. DC Interns At U.S. Olympic Training Center; Chiropractic Society Of R.I. On The Front Lines.
True Practice Mobility for the Chiropractic Profession
When natural disasters occur, chiropractors can literally travel to the other side of the world to offer humanitarian relief in less than a day. The chiropractor's license to legally practice, however, can't make it past the state line.
Anti-Aging With Dr. Ping Zhang
Jennifer Waters, TCM practitioner and writer of the Acupuncture Today column, "Talking With the Masters" sat down with Dr. Ping Zhang to discuss aniti-aging with acupuncture.
Qigong for Substance Abuse
It is commonly believed that substance abuse, in addition to harming one’s physiological state, hurts the spirit. There is also a belief that one’s spirit does not weaken due to substance abuse, but rather, the person finds solace in addiction due to an already weak spirit.
The Acupuncture Channel System (Part 1)
The earliest Chinese reference to channels is in the Mawangdui Medical Manuscripts,1 which are dated to the Warring States period of the Zhou Dynasty (475 BC-221 AD). The text presents 11 channels. There are no acupuncture points listed in those channels.
Another Step Forward for Chiropractic
Chiropractic is now available to 86,000-plus Latter-Day Saints missionaries and you are invited to become a provider. LDS membership in not required; our only concern is that our missionaries get the best quality care available.
Scar Reduction With Acupuncture & Microneedling (Part 2)
Protocols & treatment Timing
Acupuncture Points: Broadening Our Scope and Diagnostic Work
As every practitioner knows, the correct diagnosis is everything. Most healing disciplines rely on the use of symptomatology for their treatment implementation. Beyond symptomatology, we have clinical tests to provide more objective findings.
Flirting With Alternative Therapies
There are about as many adjunct therapies being marketed to acupuncturists as there are acupuncturists. While some may remain purist in their application of traditional Chinese medicine, others choose to explore new horizons of treatment.
Low Back Pain in Running Athletes
After 7 million years of adapting to upright postures, the lumbar spine and pelvis have become remarkably adept at managing ground-reactive forces associated with running.
A Conversation With Dr. Betty Edmond
This month's column is an exclusive interview with Betty Edmond MD, newly elected CEO/President of the AOMA Graduate School of Integrative Medicine in Austin, Texas.
Prepare for the End, From the Beginning: Wealth Building and Retirement with the Tao
Yin and yang flow into and out from one another continually. Beginnings become endings and endings become beginnings again. Wholeness and cycles are the nature of Tao.
An Education in Gluten Sensitivity
A relatively new syndrome officially documented as non-celiac gluten sensitivity (NCGS) or gluten sensitivity (GS) was officially recognized and published in the new list of gluten-related disorders in 2012.
An Opportunity & a Responsibility
Nearly 80 Americans die from an opioid-related overdose every day, and spine-related pain is one of the principle drivers of opioid use. This unfortunate situation creates both an opportunity and a responsibility.
Let's Clear Up the Collection Confusion
This is an often-misunderstood practice swirling with misinformation. First, a few basics: Insurance is a contract between the patient and the insurance company. The insurance company is simply making a payment for services or care on behalf of the patient.
Shoulder Rehab: Start With the Scapula
The scapula is an incredible display of elegance and movement within the biomechanics of human motion. It's evolved for mobility and stability in the scapulo-thoracic region, giving us the ability to do things that are uniquely human, such as throwing with accuracy.
Five Branches University Has First Hospital TCM Residency
Established in 1984, Five Branches University (FBU) has campuses in Santa Cruz and San Jose, Calif., which serve the communities of Santa Cruz, the Monterey Bay, and Silicon Valley.
We Get Letters & Email
Our Country Needs Us Between Elections, Too; Continuing Care: We Aren't There Yet; Our Associations Need to Do More.
A New Year and Vision for the ACA
Inadequate pain management coupled with the epidemic of prescription opioid overuse and abuse has taken a severe toll on the lives of millions of people in the United States. Every day, more than 1,000 people are treated in the ER for misusing prescription opioids.
The winter season is upon us and offers unique challenges for the clinician and patient alike. To effectively navigate through the winter season there are two main TCM medicinals, Huang Qi and Gan Jiang, to consider, as well as two important formulas which feature these two TCM treasures.
Nutrition for Menopause: Front-Line Therapy for All Phases
Of all the changes women experience during their reproductive life, there is no doubt the most dreaded are the three phases of menopause. This is not surprising since all of the symptoms associated with menopause are replete with unpleasantness.
Crow Like the Rooster
As we welcome in the Year of the Rooster, we look at some of its major characteristics: confidence and communication, which suits the image we have of the Rooster...strutting in the farmyard, crowing to the others that it's time to wake up.
The Case Report: A Valuable Tool
Case reports are a valuable form of descriptive research. The most basic form of practice-based research, a case report is a detailed account of the history, presenting symptoms, assessment, observations, treatment and follow-up of an individual patient, discussed in the context of prior and potential future research.
April, 2007, Vol. 07, Issue 04
Let “Show and Tell” Boost Your Massage Business
By Cary Bayer
"Show and Tell" was one of the earliest games you played in kindergarten. You loved it so much you still remember it half a lifetime later. Your teacher had you play it so you could learn how to share with others, and how to speak in public, essential skills that still serve you today.So, as they used to say on "The Lone Ranger," go back with me now "to those thrilling days of yesteryear" when you were about 5 years old. See if you can recall standing up in class with what you brought to school to talk about - a doll, a new coloring book, maybe your very first baseball glove.
Can you feel the excitement you had for this item, how your heart raced just looking at it? When you loved something, you loved it with all your heart. You were passionate about life, enthusiastic for what each day could bring. That particular day, you had brought one of your very favorite things to school to show the other boys and girls.
Let's say it was your favorite teddy bear. There you were, with your "Cubby" or whatever you called it, telling your classmates about the softness of his fur. You talked about the delicious squeak that he made when you pressed his belly. You squeaked him and your classmates "oohed" and "aahed." You described how cool to the touch his little nose was, the nose you cuddled up against at night when you went to bed. You described his beautiful eyes; to you they were jewels in the midnight sky.
By the time you finished describing your stuffed animal, virtually everyone in class wanted his or her very own cubby. You "sold" them on your adorable pal, even though you weren't trying to sell anything. You were 5 years old - what did you know about selling? Nothing ... and that's just the point. You inspired them to buy - or more precisely, to have their mom or dad buy this wonderful item. You weren't trying to; you simply were telling them from your own heart about something you loved with all your heart.
Now, fast forward 40 or however many years, to the present day. You don't own Cubby anymore. There still are things in your life, however, that you do love, that you're passionate about and have gained great value from. If you are wise and fortunate, whatever that thing is has been transformed into your career. (Hopefully, it's massage, and if so, your livelihood is a "lovelihood.")
If you're a self-employed entrepreneur, it's your task to share massage work with others. The act of telling them about your craft is what we call sales. Now, you might be wondering what sales has to do with "Show and Tell." Actually, quite a lot. In "Show and Tell," you told others about something you love. When you own a massage business, you also can tell people about something you love. Instead of it being a furry stuffed animal, it might be your shiatsu-healing touch, or your hot stone massage.
If you're like most adults, you might worry about bills you have to pay (and, therefore, how much money you need to make) and strive hard to sell. You focus on each prospective client or customer as a ticket to getting your bills handled or your debt reduced. Or, you might be too shy to "sell" yourself. Last I looked, selling yourself is another word for slavery, and that's been illegal for a good century and a half. Even prostitutes don't sell themselves, though they might rent for the hour. You can sell your services, you can sell your expertise, but you can't sell yourself.
If you're wise, you'll do something foolish. You will incorporate your inner child into your business, and let that 5-year-old kindergartener enthusiastically describe the healing effects of the massages you give. When you do that, you won't be selling. You will be telling - just like you did when you were small. The person to whom you're speaking is no longer a "prospect" in an adult's mind, but a "person" to your inner child, and will catch your enthusiasm and be wowed by it. They already need what you do, so there's a good chance they will ask you for it. That's the time to let your adult come out, and let them know what it costs to have it. This actually does them a favor.
When you played "Show and Tell" in kindergarten, you inspired many people to have want what you had; but then you sat down without giving them the chance to have it. You teased them; in effect, you were selfish because you inspired desire, but gave them no way to fulfill it. You were 5 years old and so were they; there was no harm, no foul.
But now that you're 45 years old, for example, when you inspire desire, you can give each person a way to fulfill it. Talking about price in this context won't feel uncomfortable - if it ever did for you - because price (or the money that it costs for your service) is what enables a potential buyer to have the very thing that you're so passionate about. You're actually doing them a favor.
The difference between "Show and Tell" and "Show and Sell" is very little. "Show and Tell" is for children; the presentation of something that arouses passion in the presenter and the listener. Since it takes place between 5-year-olds, no goods or services are transacted. "Show and Sell" is for 45- and 55-year-olds, even though it involves your inner child and your listener's inner child. The presentation also arouses passion in the presenter and the listener - and the listener is given the opportunity to have what you offer. That opportunity is what we, as adults, call sales.
Bring out your inner child in your massage business and enthusiastically sell what you love to do. You'll live longer, make more money, and enjoy your life so much more than you do now.
Click here for previous articles by Cary Bayer.
Join the conversation
Comments are encouraged, but you must follow our User Agreementcomments powered by Disqus
Keep it civil and stay on topic. No profanity, vulgar, racist or hateful comments or personal attacks. Anyone who chooses to exercise poor judgement will be blocked. By posting your comment, you agree to allow MPA Media the right to republish your name and comment in additional MPA Media publications without any notification or payment.