Lost A Sale, But Initial Phone Consultations — A Big Part Of Brilliant Customer Service
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ACA or ICA: Which Best Represents You?
Last June, I was honored to represent Texas ICA members as their representative assemblyman at the ICA Annual Meeting in Kansas City.
The Year to Make Things Happen
It is hard to believe that the Year of the Ram – 2015 is half over. Time seems to be moving especially fast. This is the year for things to happen for the acupuncture profession.
The Nectar of Plants: Essential Oils and Chinese Medicine
Essential oils are a very hot topic these days, especially with the likes of the Ebola virus and the resurgence of measles lurking in our awareness, but when I first became interested in Chinese medicine, essential oils weren't on the radar screen for acupuncturists.
Green Tea Improves Cognitive Function in Elderly Subjects
Publishing their results in the journal Nutrients, in May 2014, researchers showed that drinking the equivalent of 2 to 4 cups of brewed green tea (or bottled tea) daily improved cognitive function or reduced the progression of cognitive dysfunction in elderly subjects.
What Does Success Mean to You?
Recently, I was asked to speak to young, budding businesswomen about running a successful business — and at first I thought, "Me? You want me to speak to others about success?!"
Professional Credentialing and Board Certification: An Ethical Faux Pas
Because of the Affordable Care Act, health care systems are coordinating care through accountable care organizations (ACOs) in order to reduce the cost of care and improve quality of care.
Rethinking Musculoskeletal Pain – A Public Health Perspective
The American Public Health Association (APHA) is the world's oldest and largest association of its kind, founded more than 140 years ago and boasting over 25,000 members.
Acupuncture in the U.K. Today: A Personal View
When asked to write a short piece on the current state of the U.K. acupuncture profession, my first response was to say it has all been relatively quiet.
TMF 2015 Scholarships
The Trudy McAlister Foundation (TMF), a nonprofit organization established to support students who are on track to make contributions either to clinical practice and/or to the understanding of the role of Traditional Oriental Medicine, has announced the 2015 scholarship recipients.
Our Biggest Challenges to Compete in Wellness Care
In the first article in this four-article series [May 1 DC], I made the case that chiropractors should either embrace offering lifestyle wellness in their practices or face the possibility of losing their place in the wellness care marketplace.
Marijuana, Apathy and Chinese Medicine, Part 2
A talented young woman presented herself with emotional mood swings, which included being nervous, anxious and jittery.
How One Little Symbol (#) Gets You More Patients
Are you struggling to get more fans or followers for your acupuncture practice? Or are looking for ways to simply connect with your patients? Or do you just want to know how to keep them engaged (comments, retweeting, liking and sharing)?
Use Technology to Gain New Patients and Improve Efficiency
From the smartphone in your pocket to your microwave oven, advancements in technology have made almost every aspect of our lives easier.
The Modern Acupuncturist
You studied ancient Chinese medicine, but I'll bet you don't practice it! Contrary to popular belief, our medicine has evolved A LOT over the years. Let's take a brief walk through history and discover the differences between ancient and modern acupuncturists.
A Poor Choice for Pain Relief
Acetaminophen is the most popular pain reliever in the U.S., accounting for an estimated 27 billion annual doses as of 2009. With 100,000-plus hospital visits a year by users, it's also the most likely to be taken inappropriately.
We Get Letters & Email
A House Divided? (May 1 issue) provoked significant response from readers. Here are several of the surprisingly similar comments we received.
Giving Vets the Care They Deserve
The Department of Veterans Affairs (VA) administers the largest integrated health care system in the United States.
Reducing the Autogenic Inhibition Reflex: Making Weak Muscles Strong
The autogenic inhibition (AI) reflex is a sudden relaxation of a muscle in response to excess tension.
Acupuncture and the Pulse
In 1991, I attended a martial arts workshop hosted coincidentally by Sung Baek, a martial artist and the head of his lineage as a Korean trained acupuncturist. I was enamored by the details Sung could attain from the pulse, as told to me by some of his apprentices.
Leg-Length Inequality and Pelvic Fixation: A New Approach to the Negative Derifield (Part 2)
As we noted in our previous article, with a positive Derifield (+D), the doctor observes the reactive (shorter) leg in the prone position that becomes longer or "crosses over" in the flexed position.
Breath: The Movement of Oxygen and Energy
I remember with surprising clarity the first time a patient started crying during an acupuncture treatment I was giving. This is now quite a long time ago, back in 1999, when I was a student.
The Source-Luo Point Combination
The luo collaterals are part of the acupuncture channel system presented in the Su Wen and the Ling Shu (The Nei Jing). The function and clinical application of the luo mai are primarily presented in chapter 10 of the Ling Shu, however, they are also found in others chapters in the Su Wen and the Ling Shu.
Spieth Thanks His Chiropractor After Historic Masters Win
Jordan Spieth didn't just capture the hearts of golf enthusiasts worldwide with his record-setting, wire-to-wire victory at the 79th Masters Tournament.
First Do No Harm?
There's no questioning the frightening nature of breast cancer, which strikes one in eight women in the U.S. – eclipsed only by skin cancer in terms of prevalence.
Calculating Billable Units
I recently learned of an office that was audited based on the number of acupuncture sessions performed in one day. Is there a maximum number of sessions that can be performed in one day?
Green Tea Improves Cognitive Function in Elderly Subjects
Publishing their results in the journal Nutrients in May 2014, researchers showed that drinking the equivalent of 2-4 cups of brewed green tea (or bottled tea) daily improved cognitive function or reduced the progression of cognitive dysfunction in elderly subjects.
January, 2009, Vol. 09, Issue 01
Raising Fees by Raising Self-Esteem
By Cary Bayer
The easiest way to raise your income as a licensed massage therapist is to raise your fees. You don't need to get any new clients, you don't need to sell existing clients any new packages, and you don't need to sell any new products. The easiest way to raise your fees is to raise your self-esteem. But I'm getting ahead of myself.
The whole issue of raising your fee is a charged topic for many, so let me backtrack and first set the groundwork. Virtually every massage therapist, even those who are self-employed, has some history of being an employee. The same is true for most employers in our country. As a result, most of us have had a history of asking for a raise. For those who are more timid than not, that experience was fraught with butterflies. That's a nice way of saying that they were scared s*#$less.
Those experiences probably taught us two things: (1) Asking for a raise (in other words, increasing your income) is filled with anxiety; and (2) It can be hard to get a raise (easy to think if you were often unsuccessful in your attempts to procure one in the past).
The emotional traumas incurred from asking for raises are stored in your body and mind, even if you're now self-employed. If you're a massage therapist, these old scars will likely surface when it comes time to raise your fees. If you're a timid massage therapist, they might not. That's not because you've healed more quickly than more-confident LMTs, but because you're less likely to attempt to raise your fees in the first place.
Let's assume that it's time to raise the fees that you charge for your massages. The good news is that you no longer have to convince a boss or a committee that you deserve such a raise. Now that you're self-employed, all you have to do is make the decision for yourself. Clients will either accept the raise or they won't. Having raised my own fees many times in the 24 years that I've been self-employed, I'll give you one simple, but highly effective, shortcut to successfully raising your fees: convince yourself first that you deserve the increased rates.
If you succeed in doing this, you'll likely receive little or no resistance from your clients. But if you don't take the time to persuade yourself, if you don't do the inner work that's necessary to make such a transformation, I can guarantee that you will receive resistance from your clients. I don't say this to be negative; I say it because it's true. We're such mirrors for each other. I've seen this play out countless times in countless self-employed professionals from all walks of life and across different industries over the past couple of decades.
Taking the time to accomplish the inner transformation is somewhat analogous to a piece of advice I've received countless times from massage therapists throughout the country. Namely, that as an avid and active tennis player who's on the courts three or four times per week, it's vital for me to stretch before and after matches. When I take the time to follow this wise counsel, my body recovers faster and with less strain from the intense workout. When I arrive late and other players are waiting to get started, I'll sometimes forego the stretches. Or if, after finishing play, I'm late for a meeting, I'll often take a pass on the post-play cooldown. The people giving the advice are always right - my body suffers as a result. As the wise maxim goes, "An ounce of prevention is worth a pound of cure." It's as true for a tennis player stretching muscles as it is for a massage therapist stretching self-esteem.
The reason for the inner change is that our self-worth is intricately linked to our net worth. This is such an important principle - and one that many therapists have not heard stated so succinctly - that I'll take a moment to repeat it so that it sinks in more deeply: Self-worth is linked to net worth. Those with low self-esteem often find themselves in dead-end, low-paying jobs. They usually find it hard to ask for a raise, and if they muster the courage to do so, they're often denied. On the other hand, those with high self-esteem often find themselves in higher-paying positions, with many opportunities for growth and expansion in their careers, along with the higher salaries and bonuses that naturally come along with that.
When you feel poorly about yourself, you wouldn't dare think about asking clients to pay you more money than they've been accustomed to. Conversely, when you feel great about yourself, the prospect of getting paid more for your services doesn't seem as daunting.
Now that you've come to see the relationship between self-worth and net worth, let's take a moment to look at the word discount. When you discount yourself, you don't appreciate yourself. As a result, you don't take in the compliments and praise of others. You shuffle them off as if they meant nothing, because you think you're nothing. Then the idea of changing your fees can mean only one thing: lowering them, rather than raising them. We have a word in English for lowering prices: it's called discounting. And it comes about when you've first discounted yourself. When you do, you discount your fees. When you praise yourself, you raise your fees. You make the choice.
Let's say that you propose to raise your fee from $60 per session to $70. One good affirmation you can use to help create the inner transformation is: "I'm so talented and experienced as a massage therapist that my clients are getting a bargain to pay only $70 for my massages." It's worth a few minutes a day to transform your belief system. As the old Johnny Mercer song goes,
"You've got to accentuate the positive
Click here for more information about Cary Bayer.
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