resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
The Importance of Knowing Mainstream Lingo
There is a secret lingo within mainstream medicine of which the vast majority of acupuncturists and Chinese medical professionals are unaware.
Don't Trust What Your Patients Say
When a patient presents to the office for care, they typically have a specific complaint – lower back pain, whiplash, sinus congestion, sciatica, etc. They are often not interested or engaged in what they consider "unrelated" personal health history.
Replenishing and Restoring Jing
I learned an important principle from my great Taoist Master Sun Hak. He taught me that all people "leak" Jing, and that we can mitigate or stop this leaking, and as a result strengthen our life force, develop enhanced adaptability and lengthen our life.
Vibrational Medicine: Frequency Micro-Current and Color Acupuncture
Vibrational medicine involves the application of various forms of energy frequencies to the body for pain relief, healing and rejuvenation. Vibrational medicine will become a major growing trend in our medical systems for the following reasons:
Medical Qigong for the Heart: Part I
According to the Center for Disease Control and Prevention, heart disease is the leading cause of death in the United States, affecting people of all ages and backgrounds. Coronary heart disease, in just the United States alone, costs close to 109 billion dollars a year.
"Doctor ... Always Do the Right Thing"
So says "Da Mayor" in the iconic Spike Lee movie. As a fresh grad questioning in-network versus out-of-network, it struck me that some doctors have explicitly skirted the issue, while others have argued adamantly for the latter and "sticking it to the man."
Low Melatonin Linked to Risk of Advanced Prostate Cancer
Epidemiological and experimental studies suggest the hormone melatonin, which plays a role in regulating the sleep-wake cycle, may play a role in the development of prostate cancer, as lower melatonin levels have been associated with an increased risk of prostate (and breast) cancer.
Employers Need Chiropractic First and Sooner
From the Journal of Occupational and Environmental Medicine comes a study that gives excellent direction to employers (and insurers) regarding the management of low back problems (LBP).
News In Brief
Pacific College of Oriental Medicine obtains grant funding from NIH; Yo San University of Traditional Chinese Medicine Announces New President; Kentucky Gets Licensed; PCOM Receives Approval from WASC to Offer FPD.
News in Brief
D'Youville Vet Program Gets High Praise; A Moment of Silence for Dr. Paul Reginald ("Reg") Hug.
New Leadership Era at the WFC
The World Federation of Chiropractic recently announced not only a new president, as is customary every two years, but also an incoming secretary-general, marking the first time since the WFC's inception in 1988 that someone other than David Chapman-Smith, Esq., will serve in that capacity.
CRREW Rallies for Ongoing Acupuncture Relief Effort in the Philippines
On November 8, 2013, Typhoon Yolanda (Haiyan) made her way through the Philippine Islands, leaving in her wake at least 7,000 people dead, millions homeless and complete communities destroyed.
Don't Trust What a Patient Says
When a patient presents to the office for care, they typically have a specific complaint in mind – lower back pain, whiplash, sinus congestion, sciatica, etc.
Shared Mechanisms Between Computer-Assisted Mechanical Adjusting and Contemporary Acupuncture?
Can contemporary acupuncture provide clues to the mechanisms responsible for pain relief provided by computer-assisted mechanical adjusting instruments, and clarify whether certain mechanical frequency combinations are superior to others for modulation of acute peripheral pain?
Wellness: A New Buzzword at the Aging in America Conference
Aging in America is "the nation's largest gathering of a diverse, multidisciplinary community of professionals in healthcare, social service, government, business and philanthropy with expertise in providing services and products for older adults."
We Get Letters & E-Mail
Imagine What More Could Be Achieved With Your Support; A Lesson in Hygiene: What Do You Do in Your Office? Open Letter to the Profession.
Home Sweet Medical Home
While the Affordable Care Act (ACA) has received its fair share of praise and criticism since its adoption, few question the value of its emphasis on collaborative, patient-centered health care.
Deciphering the New CMS-1500 Claim Form
Q: I am confused about how and when to use the new 1500 form, particularly block 14 and block 15. What is required and how do I properly fill out these fields? And do I actually have to use this new form or may I continue using the old version?
Medial Knee Pain: 11 Potential Causes (and Corrections)
We have all seen patients with medial knee pain that either has no traumatic origin or lasts well beyond when it should be resolved. How can we help these patients? Here is an overview of clinical scenarios and how we can provide conservative care.
The Boston Benevolent Chiropractic Clinic: Standing Up for the Needy
Our chiropractic assistant, Bridget, greeted an arriving patient at the Emmanuel Church in downtown Boston. She said, "Hi, Michael, good to see you. It's been awhile. Have a seat and Dr. Ken will see you soon."
Changes in Herbal Medicines from Ancient Times to the Present
The classical literature of Chinese medicine remains highly relevant in the modern era, as many of the basic theories and herbal combinations emphasized in clinical practice were first established in texts that are nearly 2000 years old.
Working With The Yuan-Source Level: Resonance and the Extraordinary Vessels
How do we stay fresh with our medicine? As healers, how do we balance our medical selves with creative artistry? Chinese Medicine is not a fixed dogmatic entity, but a living system, reliant on a mysterious force called "resonance."
The Search for the Origin of the Wiggle Technique
When Bob had adjusted me previously, most of the time I knew what he was doing. But this time, he had me lie on the treatment table in the usual side-posture position, and he "wiggled" my sacroiliac with the fingers of both hands, while stabilizing my pelvis with his forearm.
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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