resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
If You Get a Request for Records, Respond!
In our previous two articles, we discussed two of the main reasons for denial when chiropractic records are reviewed by Medicare contractors.
Uncle Sam Needs You
Scrutiny into the Department of Veterans Affairs (DVA) continues to grow after efforts to reform the DVA by the former Secretary of Veterans Affairs, Eric Shinseki, were deemed "a stunning period of dysfunction" by Senate Minority Leader Mitch McConnell (R-Ky.).
The Science Behind Happiness
Are you happy right now? Whether yes or no, there are a myriad of reasons why you feel that way. A whole academic discipline has developed to find out what causes or obstructs happiness, and how to amplify it.
Improving Our Political Effectiveness
The November 2014 elections are right around the corner; members of Congress, governors and state legislators are all running. Now is a good time to talk frankly about our overall political involvement.
Thoracolumbar Syndrome: The Great Mimic
The thoracolumbar junction is a common area of joint dysfunction. The most obvious cause is dysfunctional breathing or lack of diaphragmatic breathing. Treating this breathing problem will ultimately be the long-term cure for the syndrome.
Medicalization and Mindfulness
The past several years have seen a veritable explosion of research on mindfulness. Research abstracts we've published in each issue of Health Insights Today under the heading "Mind-Body News" have increasingly reported on studies about mindfulness interventions.
Let the Patient Tell Their Story
Often when a patient presents with an injury, they want to tell their story. People by nature like to talk about themselves, particularly when they're worried about their health.
Thoughts to Live By
When speaking to your patients about their health make sure to ponder the following points and have them assess if they are making themselves even more sick by the thoughts they have about life. Are these some of the traits and thoughts that your patients might have?
The Problem With Prolonged Sitting
We need to constantly talk to our patients about spending less time sitting and about what can go wrong with poor sitting postures. The fact is we sit too long in repetitive malpositions.
Help Secure Our Future by Sharing It
The National Board of Chiropractic Examiners (NBCE) conducts one of the most comprehensive surveys of the U.S. chiropractic profession every 4-5 years.
A Glimpse Into China's Top Brain Hospital
The sounds of the city pass through the open window are overwhelming the microphone - car horns, construction machinery - and then there's the family at the adjacent bed talking loudly on cell phones, yet you can still hear the faint beep of our patients monitoring equipment.
The Spirit of the Point
After receiving a large amount of positive feedback on my San Zhen Protocols series, I have decided to focus this article on some relevant clinical aspects of acupuncture therapy prior to moving on to San Zhen Protocols III.
Rethinking GMO: Less Panic, More Context
Some of you may have noticed that after writing parts 1 and 2 of “Genetic Modification of Organisms for Human Consumption” a while back [Nov. 15, 2013 and Jan. 1, 2014 issues], part 3 never appeared.
The Truth About Herbs
I appreciate the effort and research put into the article written in the June issue of Acupuncture Today regarding pesticides and Chinese herbs.
Get Ready For AOM Day
This year, AOM Day 2014 falls on Friday, (October 24th). This is a great opportunity to make your AOM Day celebration or event even bigger by extending it throughout the weekend!
News in Brief
NBCE Launches Computer-Based Testing Era; California Chiropractors Get Expanded DOT Exam Privileges; New Jeff Hays Documentary.
A Healthy Dose of Failure is Vital to Your Success
As an acupuncturist I tend to see people after they have already suffered for years and "tried everything." They are so desperate for some relief that they want to know everything about how to get better, right now.
History of Animal Acupuncture: Part II
In Part I of this article, I had gone back to 1969 and tried to describe the atmosphere and events of that year that engulfed many of the younger generation, some who were all the core members of the National Acupuncture Association.
When Big Pharma Meets Chinese Medicine
Earlier this year, Bayer made a media splash with their decision to buy the Dihon Pharmaceutical Group Co., a Chinese TCM manufacturer.
MPA Media Wins Seven Publishing Awards
MPA Media, publisher of Acupuncture Today, among other titles, has been recognized for editorial and design excellence with an unprecendented seven publishing awards by the ASBPE, the nation's largest organization for business-to-business publications.
A Commonly Missed Spinal Fixation: The Upper Lumbar Spine (Part 1)
When we think of lower back pain, we tend to think in terms of the lower lumbar spine and the SI joint. These joints and their discs are obviously important. However, we tend to miss fixations that occur just above – in the upper lumbar spine. Three questions come to mind: 1) Why is the upper lumbar spine so important? 2) Why do we miss the fixations here? 3) How can we adjust them?
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 more information about Cary Bayer.
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