resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
Hon Lee: Scholar, Warrior, Spy, Teacher and Healer
It was fun. Growing up in New York's Chinatown was like living in a Chinese village that had been transplanted to a five square block area in southern Manhattan. The thing I liked most about the city, and still do, is it's rich cultural diversity.
Behavior as Symptoms of Energetic Imbalance
Karen and Josh said they wanted me to help them fix their marriage. That is why they were sitting on the couch in front of me, complaining about each other. She was too domineering, he said, overly controlling and bossy.
Eight Ways to Help Manage Your Content
You have just completed your last session for the day, checked your voice mail and emailed a new patient about their appointment, but something it gnawing at you, something you just can't quite put your finger it on.
Body and Skin Rejuvenation Through Inner Balance, Equals Outer Beauty
First of all, I will draw a line in the sand. You know how there is often a big divide between the methods of Western medicine and holistic or energy medicine?
Ancient Chinese Medicine Meets Modern Anatomy Dissection
Have you ever thought it would be beneficial to explore under the skin and examine qi deficiencies in every system of the body? Would you like to see traditional Chinese medicine diagnosis patterns as they relate to western biomedical symptoms and conditions?
The Bottom Line ... From a Surgeon Who Knows
Regardless of individual relationships between providers, there continues to be a type of Hatfield-McCoy feud between the philosophies of medicine and chiropractic, particularly when it comes to musculoskeletal ailments.
The Art of Observation
How many of us spend time just watching our clients walk, climb in and out of cars, rise from a chair or navigate a flight of stairs? Spontaneity is the key. Along with a subtle ability to observe without the client knowing or being made to feel like a lab rat.
MUIH Launches Doctoral Degree Programs
Maryland University of Integrative Health recently announce it will now offer doctoral degrees.
Yo San University Celebrates, Supports Community Clinic
Yo San University of Traditional Chinese Medicine recently celebrated 25 years of teaching excellence and serving its community by awarding actor Pierce Brosnan the Robert Graham Visionary Award and raising money for its popular community clinic.
Correcting Dysfunctional Movement Patterns – Is Local Treatment Enough?
It is widely believed that mechanical, non-traumatic back pain is largely related to dysfunctional or compensatory movement patterns the body has adopted over time.
Cultivating Our National Strength
The time has come to seriously look at the state of this profession and its influence in the U.S. Where are we? What has happened? Where do we go from here?
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!
Drug War Rages in Wisconsin
Based on its actions over the past 15 years (review the sidebar in the app version of this article), controversy and the Wisconsin Chiropractic Association seem to go hand in hand.
Alcohol Consumption Strongly Linked to Risk of Colorectal Cancer
Alcohol intake is one of the primary risk factors for many human cancers, and is strongly associated with cancers of the oral cavity, pharynx, larynx, esophagus, liver, breast, and notably, the colon and rectum.
Giving Chiropractic Some Much-Needed PR
Public relations has not always been the chiropractic profession's strong suit, a shortcoming that has subjected the profession to countless attacks on its legitimacy and seemingly perpetual confusion among the public and the health care world as to the skills and services doctors of chiropractic provide.
"Turn, Turn, Turn"
Many people are credited with saying, "If you remember the '60s, you really weren't there." Given the fact I didn't become a teenager until 1970, I actually do remember the '60s (or at least part of it). And as a child of the '60s, I was, of course, influenced by the music.
What TCM Never Had to Deal With
You probably started getting a sense of it when you were in school. The professors would talk about diabetes as "wasting-and-thirsting disease" and you had a thought that you didn't know anyone who was wasting away in any way, shape or form.
News in Brief
Foundation for Chiropractic Progress Enrolls Second Group Member; Focus on Chiropractic Education at WFC-ACC Conference in Miami; Are You Ready for Another "Have-a-Heart" Campaign?
The Power of Positioning
During the evening, I like to relax while either reading a book or watching television. One of my shows, NCIS, has the main character always drinking coffee. Everyone knows it is a Venti from Starbucks because of its distinctive color and style.
The McGill Approach to the Lower Back (Part 1)
Stuart McGill, PhD, brings a unique combination of tools to the table. He is a scientist who also functions as a clinician. He describes himself as a medical consultant who is referred challenging patients. He is both evidence based and practical.
Treating Our Veterans with PTSD
As July 4th, Memorial Day and Veterans Day continue to pass year in and year out, we honor our veterans from past wars with parades, BBQs and a day off from work, but our veterans live daily with the spiritual scars of war.
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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