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Massage Today
April, 2008, Vol. 08, Issue 04

Five Fundamentals for Building Your Massage Business, Part 2

By Cary Bayer

In the previous installment of this column, we explored four of the first five fundamental S's of success: knowledge of self, strategy, serenity and sales effectiveness. In this article, we'll examine the fifth and final S - successful thinking.

Success is a function of our attitude. As positive-thinking guru Norman Vincent Peale said, "Change your thoughts and you change your world." You ate 20,000 meals at your parents' dining room table, where money was a major topic of conversation. You learned many limited ideas there, as if they were reality.

Here are some common ones: There isn't enough money because it doesn't grow on trees. Money is dirty and corrupts. Rich people are greedy, poor people are selfless. You have to do things you don't like to get money. You won't get paid much to do what you love. Money is for men. Life is a struggle.

There are three other biggies. The first is so universal - I've seen it in students from all over the world. Don't take money from strangers. Don't take money from family. Don't take money from friends. So I ask, who is left? Known enemies?

That's why you've turned bosses, clients or customers into known enemies. But don't despair. I have a technique to transform limiting beliefs. First, I want to show you how to receive, because parental training about receiving money has confused the act of receiving itself. It's important for LMTs - masters at giving - to learn how to receive. You voluntarily massage politicians, marathoners and Olympians. Now it's time to master receiving.

If it's difficult receiving appreciation, it's also difficult receiving money. In order to prosper, you need to master receiving money. This technique starts by acknowledging someone for a minute:

You: "I acknowledge your kindness."

Client: "Thank you."

You: "I acknowledge your intelligence."

Client: "Thank you."

And so on. After a minute, have the client acknowledge you.

Client: "I acknowledge you for being an outstanding massage therapist."

You: "Thank you."

Client: "I acknowledge you for caring about people."

You: "Thank you."

If the client acknowledges your dress, please don't say, "This old thing," or "I got it at Marshalls for 60 percent off." You'll be amazed at how powerful this technique is. Two minutes daily will increase your self-esteem and teach you how to receive appreciation.

Greater self-worth creates greater net worth. You may want peace of mind more than a piece of Berkshire Hathaway, a prominent financial company, but you can have both. You're more effective when not worrying about how to pay this month's mortgage. Confidence and competence create success. I can't teach you competence with massage techniques, but I can teach you confidence. When confidence is overwhelming, others want to be around you, want what you have and will pay you for it.

Babies emanate positive energy. That's one reason you love their presence. Material success - in the Olympics, business or massage - depends on your inner success. I've seen many talented massage therapists quit because they couldn't support themselves. That's a real loss for the world and for them. I don't want that to happen to you.

Basketball's greatest player of all time, Michael Jordan, wouldn't have achieved magnificence on the court or hundreds of millions of dollars in endorsements if he couldn't "go inside," he said, to a place deep within himself and connect with what he called the "truth" of who he was.

To master the inner life, transform negative thinking in your conscious and subconscious minds. "If the subconscious is not 100 percent in sync with the conscious mind, success is not going to happen," said Eddie Murphy.

Athletes succeed on playing fields because they master the mental field. This applies to being the world's greatest bodybuilder just as it does for being California's governor. As Arnold Schwarzenegger said, "The mind is the limit. As long as the mind can envision the fact that you can do something, you can do it as long as you really believe 100 percent."

If you want success as a massage therapist, think successfully and eliminate negative thoughts. Johnny Mercer wrote, "You've got to accentuate the positive. Eliminate the negative. Latch on to the affirmative. Don't mess with Mr. In-between."

This technique creates powerful transformation. Think the thought: "I can prosper and succeed as a massage therapist." Then record the first negative thought that disagrees with it. Let's say that thought is, "Massage therapists don't make much money." We're not focusing on the negative, we're releasing it. These thoughts live in the subconscious.

"A" invokes a reality you desire. "B" releases an obstacle preventing the thought from becoming reality. The next step transforms the limited obstacle with a new affirmation geared specifically to present a larger reality to the smaller part of your mind. Here's a good one: "I'm so magnetic to clients that my schedule is always full."

It's difficult to prosper as a massage therapist when you don't think you can, don't deserve to, aren't smart enough, or aren't talented or experienced enough. Why should people flock to you if you don't think they should? When you're clear you deserve to prosper, think you can, and are smart, talented and skilled enough to, your chances rise significantly.

I call this the ABC's of transformation because in three steps it introduces success, eliminates failure in your thinking, and reintroduces success to parts of the mind that entertained failure. We just did one repetition; do 10 daily or, if time prohibits, at least five minutes a day. It's an inner-prosperity aerobics workout.
Click here for previous articles by Cary Bayer.


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