Diagnosing & Treating Aggressive Energy
Recently, there has been an article, and subsequent discussion, about the subject of Aggressive Energy (AKA "AE"), including ways to detect its presence and an alternative method of treating it.
New Opportunities for DCs
For decades, the model chiropractic practice has been the single-doctor practice. Recent surveys have found that approximately two-thirds of U.S. doctors of chiropractic still practice this way, with another 20 percent practicing in multiple-chiropractor practices.
Prompting Memory: How to Stimulate Cognition
Recently I gave a talk titled, The Art of Memoir – Tapping the Past to Sharpen the Present at a senior lunch event in Austin, Texas.
News in Brief
Parker University Launches New Open-Access Research Journal for Chiropractic; Western States, Cleveland-KC Name New Deans of Chiropractic Colleges; Sherman College Goes Tobacco-Free; Life University Wins 11 Awards.
State by State: Chiropractic Leads Changes in Health Care
Monumental legislative bills in support of the chiropractic profession were passed recently in Washington, West Virginia and Oregon. Here is a review of this important legislation, state by state...
Bastyr University: On the Front Lines of the Pain Epidemic
At University of Washington's Harborview Medical Center, the Seattle region's only Level I Trauma and Burn Center, the demands for in-patient care are dramatically different from a private clinic environment.
Spring Allergies & The Spleen: Looking at Pattern Differentiation
As the season of Spring fades away and we shift into the warm summer months, many patients suffer from chronic allergies. This is by far one of the most common issues I see in the clinic as well as often mistreated and misdiagnosed.
Paving the Way to Integrative Health & Wellness
Jared Polis (D-Colorado) and Mike Coffman (R-Colorado) launched the integrative health and wellness (IHW) caucus in October, 2018.
Chiropractic's Next Frontier: Adjusting the Microbiome
Restoring a healthy microbiome to help treat disease may be the next frontier in chiropractic offices around the country.
Practice Pearls: There's More to ROM Than Meets the Eye
As part of my neuromusculoskeletal examination, I perform range-of-motion (ROM) evaluations. I can "eyeball" the range and measure, I can use a goniometer and measure, I can use my phone app and measure, or I can use various other instruments to help determine degrees of motion.
It's Time for a Functional Approach to Chronic Illness
It seems one of the more modern buzzwords is chronic, referring to diseases – that is to say, "ongoing and incurable." However, we can take a different perspective and recognize that, although the body may have been traumatized and injured, healing should always be viewed in the realm of possibility.
First World Spine Care Graduate: Hildah Molate
Hildah Molate, the first World Spine Care (WSC) scholarship student, graduated from Palmer College of Chiropractic earlier this year and is now working at the WSC community spine clinic in Shoshong, Botswana.
Prevention: Stop Recurrent Urinary Tract Infections
The recurrent urinary tract infection (UTI) is one of those nuisance conditions that can play havoc with quality of life, and this particular infection is much more common than most people realize.
A Novel Way to Prevent Elderly Falls: Toe Strength
In any given year, nearly 40 percent of senior citizens ages 70 and older will fall at least once. Each fall significantly increases the risk of not only sprains, strains and contusions, but also fractures.
Regenerative Medicine: How to Do It by the Books
The "lay of the land" for regenerative therapies, including but certainly not limited to adult stem-cell treatments, seems to change almost daily.
Better With Chiropractic
While chiropractic care is receiving high levels of exposure these days, most pain patients who consult with a health provider still do so with their primary-care MD. And of course, that means in most cases, they're receiving standard medical care, not chiropractic.
The Acupuncturist and the Opioid Crisis: Conquering Pain & Addiction in the U.S.
The current opioid epidemic dominates the discussion among national health leaders, recovery advocates and families nationwide. Opioids include heroin as well as prescription pain relievers such as oxycodone, hydrocodone, codeine, morphine, fentanyl, and others.
Dropping Insurance: 4 Steps
My office manager just got off the phone with the secretary of a long-standing patient. I have treated this woman and 10 members of her family for more than a decade. She has, as have all of my patients, paid my fee at the time of service since I dropped insurance in 1997.
Reducing Allostatic Load & Stress Through Heightened Awareness
Your contemporary mental health and psychotherapy colleagues may often approach the treatment of allostatic load as a mental health condition and use prescription psycho-pharmaceutical medicine to affect general and specific central nervous system (CNS) pathways and brain neuro-chemistry medicine to alleviate the associated symptoms.
Multi-Dimensional Acupuncture: 3D, 4D & 5D
Maggie is an intuitive healer and workshop leader who I met on a recent hike. While we were talking she told me how she had to take it easy because of her knees. She said that her doctor told her that she has the early signs of arthritis.
Transforming Exam Delivery
The NBCE Board of Directors has never wavered on its promise to deliver an excellent, on-campus computerized testing experience to students. Likewise, there has never been a compromise to the delivery of fair, valid and legally defensible exams.
Catch the Workplace Wellness Wave
Do you offer workplace wellness services to local businesses? If not, you might want to consider this lucrative channel for expanding your practice. Workplace wellness programs and wellness-related benefits have grown in popularity over the past several decades.
NBCE to Reinstitute Computer-Based Exams
The National Board of Chiropractic Examiners (NBCE) has announced it will reinstate computer-based testing in January 2019 courtesy of a partnership with testing and assessment solutions provider Prometric.
Is Primary Spine Care the Answer for Chiropractic?
Recently, we sat down with Mark Studin, DC, FASBE(C), DAAPM, DAAMLP, to discuss the state of chiropractic and why primary spine care may hold the key to chiropractic's future. Read what he had to share in this exclusive interview.
Cyber Threat Checklist: Defend Your Business With These 10 Steps
Living in an internet connected society brings many conveniences and benefits. The power of the internet to connect us with customers, store data, and find information has opened the door for many small business owners to grow and flourish.
Acupuncture's Standard of Care
Both a concern and critique of acupuncture, frequently espoused by the bio-medical community is, "there is no standard of care in acupuncture." The following is why I believe this statement is disingenuous at best.
Old Trend, New Risks: Heavy Weight Training
With more opportunities to exercise than ever, a greater selection of exercise options, and the subsequent opinions supporting and challenging their merits, it's easy to be confused as to which approach is best.
Missed Causes of LBP: It's the Syndrome, Not the Subluxation
When I read the chart notes of other chiropractors, I am usually disappointed. They list what vertebrae are fixated or misaligned. They may describe the involved fascia and muscles.
Official NCCAOM Practice Tests
The National Certification Commission for Acupuncture and Oriental Medicine (NCCAOM) is excited to announce the launch of the new NCCAOM Exam Preparation Center.
July, 2008, Vol. 08, Issue 07
Don't Discount a Discount
By Cary Bayer
In my previous column, I discussed how raising your self-esteem can have a profound effect on your income. It can help you raise your fees, while discounting yourself can lead to discounting your fees. There is one time that lowering fees can be wise.
A variation on a nursery rhyme will shed some light on this matter: This little therapist went to market, wisely pricing their services (and brought home lots of new clients). That little therapist stayed home because they felt uncomfortable "marketing" and hoped clients would come to them. And this little therapist (the first, that is) ran all the way home (to fill out deposit slips, which they promptly took to the bank, laughing all the way). OK, maybe not laughing all the way. Sometimes, when you update a nursery rhyme, you tap into childhood wisdom. Like show and tell, milk and cookies, and naptime.
Unfortunately, marketing and pricing were not taught in kindergarten (or in massage schools, for that matter), but nursery rhymes were, so you can profit from the hidden knowledge they can provide. By the time you were in kindergarten, you knew a few things about money and pricing - enough to know a good deal when you saw one. If mommy wouldn't buy you that toy you wanted in the supermarket for $10 because it cost too much, by the time it got reduced to $5, you might have reminded her of the bargain awaiting her.
Fast-forward 20, 30, 40, 50 or even 60 years. Now you're a professional massage therapist. Let's say you're a good one, which means you're gifted once people are on your table. If that's the case, it's important you spend time getting them to that table, because if you're good, they'll keep coming back for more. They want what you offer, and you're good at giving it to them. So, here's the $64,000 question: How do you get more of them there?
That's the question so many massage therapists ask me. There are, of course, many ways to do that. I'll describe one such way in this article. It's a surefire method for all therapists, but particularly for anyone who:
It's a technique that's been used successfully by many established businesses in many different industries. And it can work just as well in the massage business.
You've no doubt seen restaurants and retail stores in their first few weeks of operation. The "Grand Opening" signs are still up, the bunting is still present. Often, introductory prices are still in effect. All of this works to bring in customers, all of whom are new, since the business has just opened. Businesses do this because they know how valuable a new customer can be.
Massage therapists can profit from similar introductory sale prices. How many of you can resist a 50-percent off or 67-percent off sale at your favorite clothing boutique or department store? The reason the day after Thanksgiving is the busiest shopping day of the year is because that's when stores from Maine to California discount their merchandise to stimulate holiday sales.
Who can resist a $60 massage marked down to $30 or even $20? Anyone who's ever enjoyed the benefits of massage would jump at the chance to get a massage for the price of a pair of movie tickets and popcorn. Sure, such deeply discounted prices might attract bargain hunters lured by a cut-rate massage who come just once because they'll buy anything once when the price is right. But the chances are outstanding that you'll attract many people already in the massage market - people who already are getting massaged regularly, but will try you out because of the sale. If they like you better than they do their current massage therapist, they'll switch to you in a New York minute.
Their next treatment also can be discounted from your normal rate if you inspire them to purchase a discounted, prepaid package of five or 10 treatments (as I've explained in previous columns). You'll also attract new people to massage, all of whom can become regular clients who come once a month, once every two weeks or once a week, and pay as they go.
My clients who have employed this strategy are finding surprising (to them, not me) results. One ad sometimes attracts several new clients, many of whom become regulars. Didn't realize getting a new client could be that easy? It can be.
As I mentioned above, it also can be a sound approach to market any new modality you've just incorporated into your work, such as Thai massage, hot stone, lomi lomi, and so on. If this pricing program delivers just one new client who comes to see you even once a month for three years, which seems to be in the ballpark of what an average client does, that client will be worth nearly $2,200 to your business. And that doesn't include the clients they refer to you. If someone told you that you could get $2,200 in new business by investing just $30 (the discount for an introductory session), wouldn't you jump at the chance to do it?
I thought so. So, what's stopping you?
Click here for previous articles by Cary Bayer.
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