resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
A Conversation With Dr. Betty Edmond
This month's column is an exclusive interview with Betty Edmond MD, newly elected CEO/President of the AOMA Graduate School of Integrative Medicine in Austin, Texas.
Qigong for Substance Abuse
It is commonly believed that substance abuse, in addition to harming one’s physiological state, hurts the spirit. There is also a belief that one’s spirit does not weaken due to substance abuse, but rather, the person finds solace in addiction due to an already weak spirit.
Low Back Pain in Running Athletes
After 7 million years of adapting to upright postures, the lumbar spine and pelvis have become remarkably adept at managing ground-reactive forces associated with running.
We Get Letters & Email
Our Country Needs Us Between Elections, Too; Continuing Care: We Aren't There Yet; Our Associations Need to Do More.
An Opportunity & a Responsibility
Nearly 80 Americans die from an opioid-related overdose every day, and spine-related pain is one of the principle drivers of opioid use. This unfortunate situation creates both an opportunity and a responsibility.
True Practice Mobility for the Chiropractic Profession
When natural disasters occur, chiropractors can literally travel to the other side of the world to offer humanitarian relief in less than a day. The chiropractor's license to legally practice, however, can't make it past the state line.
News in Brief
Updated Neck Pain & Whiplash Guideline; Attention, IHS DCs; New VP of Institutional Advancement At Palmer; N.J. DC Interns At U.S. Olympic Training Center; Chiropractic Society Of R.I. On The Front Lines.
Prepare for the End, From the Beginning: Wealth Building and Retirement with the Tao
Yin and yang flow into and out from one another continually. Beginnings become endings and endings become beginnings again. Wholeness and cycles are the nature of Tao.
Five Branches University Has First Hospital TCM Residency
Established in 1984, Five Branches University (FBU) has campuses in Santa Cruz and San Jose, Calif., which serve the communities of Santa Cruz, the Monterey Bay, and Silicon Valley.
Anti-Aging With Dr. Ping Zhang
Jennifer Waters, TCM practitioner and writer of the Acupuncture Today column, "Talking With the Masters" sat down with Dr. Ping Zhang to discuss aniti-aging with acupuncture.
Shoulder Rehab: Start With the Scapula
The scapula is an incredible display of elegance and movement within the biomechanics of human motion. It's evolved for mobility and stability in the scapulo-thoracic region, giving us the ability to do things that are uniquely human, such as throwing with accuracy.
Scar Reduction With Acupuncture & Microneedling (Part 2)
Protocols & treatment Timing
Flirting With Alternative Therapies
There are about as many adjunct therapies being marketed to acupuncturists as there are acupuncturists. While some may remain purist in their application of traditional Chinese medicine, others choose to explore new horizons of treatment.
The Acupuncture Channel System (Part 1)
The earliest Chinese reference to channels is in the Mawangdui Medical Manuscripts,1 which are dated to the Warring States period of the Zhou Dynasty (475 BC-221 AD). The text presents 11 channels. There are no acupuncture points listed in those channels.
The Case Report: A Valuable Tool
Case reports are a valuable form of descriptive research. The most basic form of practice-based research, a case report is a detailed account of the history, presenting symptoms, assessment, observations, treatment and follow-up of an individual patient, discussed in the context of prior and potential future research.
Another Step Forward for Chiropractic
Chiropractic is now available to 86,000-plus Latter-Day Saints missionaries and you are invited to become a provider. LDS membership in not required; our only concern is that our missionaries get the best quality care available.
Crow Like the Rooster
As we welcome in the Year of the Rooster, we look at some of its major characteristics: confidence and communication, which suits the image we have of the Rooster...strutting in the farmyard, crowing to the others that it's time to wake up.
Let's Clear Up the Collection Confusion
This is an often-misunderstood practice swirling with misinformation. First, a few basics: Insurance is a contract between the patient and the insurance company. The insurance company is simply making a payment for services or care on behalf of the patient.
A New Year and Vision for the ACA
Inadequate pain management coupled with the epidemic of prescription opioid overuse and abuse has taken a severe toll on the lives of millions of people in the United States. Every day, more than 1,000 people are treated in the ER for misusing prescription opioids.
The winter season is upon us and offers unique challenges for the clinician and patient alike. To effectively navigate through the winter season there are two main TCM medicinals, Huang Qi and Gan Jiang, to consider, as well as two important formulas which feature these two TCM treasures.
An Education in Gluten Sensitivity
A relatively new syndrome officially documented as non-celiac gluten sensitivity (NCGS) or gluten sensitivity (GS) was officially recognized and published in the new list of gluten-related disorders in 2012.
Nutrition for Menopause: Front-Line Therapy for All Phases
Of all the changes women experience during their reproductive life, there is no doubt the most dreaded are the three phases of menopause. This is not surprising since all of the symptoms associated with menopause are replete with unpleasantness.
February, 2009, Vol. 09, Issue 02
Consistency Breeds Success
By David Kent, LMT, NCTMB
The current economic slowdown is stressful to everyone. Business is slow, treatments are down, and both are affecting the bottom line. During these challenging times, however, there are things you can do consistently to breed your success. Instead of getting frustrated and discouraged, use this extra downtime to your advantage. It can help you achieve ongoing success in your practice, whether you are in a clinical, spa or outcall setting.
Getting Out There
Marketing professionals know how important repetition is to "imprint" a product in the mind of the consumer. This same concept applies to massage therapy and your ability to imprint your services on potential referral sources. Each week, I visit specific locations that have become my best referral sources. If you aren't getting the number of referrals you would like, it's time to get out there and introduce yourself. Here are few places to start:
Talk It Up
You took the time to get out there; now you need to make it count! Your goal is to attract business by educating your referral sources about the importance of massage therapy. Advertisers use test markets and focus groups to refine their messages. But before you begin pitching your services, you will need to practice and refine your "commercial" with your "test market," which is located in the next community over.
That's right. You need to practice your selling skills before you officially launch your marketing campaign with your "real" audience in your own community. Practicing gives you the opportunity to build your confidence while simultaneously getting comfortable with introducing yourself to strangers, telling them what you do, and answering commonly asked questions. But don't let yourself off the hook with your practice sessions. Make sure that you are as professional and courteous with your test audience as you plan to be with your "real" audience. The following tips will help you get comfortable in this newfound role as salesperson:
Show and Tell
Explaining the basics helps others understand how massage therapy can help with headaches, sciatica, neck and back pain, and more. Additionally, using "props" can help educate your clients. Carry a trigger-point flip chart with you. Explain how trigger-point patterns are often the cause of severe pain. Take a moment to examine the posture of the person you are speaking with. Educate your contact about how each individual's unique postural pattern can be treated with massage therapy. Then describe your ability to custom tailor your treatments accordingly.
Discuss how you can be of mutual benefit to each other: Can you send them business? Take some of their business cards to pass out, and ask them to do the same.
Do something unique so that your referral sources remember you. Give a helpful tip; if you are talking with a secretary who complains of neck pain, suggest that they try a telephone headset, or adjust the height and angle of the computer monitor or chair. Teach simple stretching techniques. Leave healthy snacks. I know people who are always on the run and rarely stop to eat. Sometimes, I'll drop off an apple, nuts and a bottle of water, along with my business card. Leave samples of topical pain relievers.
You've invested your time and energy in marketing your practice. Now make sure that your referral sources can find your name and number when it counts. Be sure to leave: business cards, magnets, flyers, pens, note pads and any other tool you think will leave an impression.
Clients often want to understand and learn more about their condition, so put your education to good use. Continually educate and re-educate your clients. Show them how to stretch and maintain themselves between sessions. Explain the importance and benefits of regular exercise. Use visuals, such as anatomical models, textbooks, trigger-point charts or other charts to show the musculoskeletal origins of their condition. Review the effects of poor posture and explain how it contributes to pain. Since a picture is worth a thousand words and many cell phones have cameras, taking postural analysis photos on the road is easier than ever. Read "Getting Comfortable with Postural Analysis" (Massage Today, July 2008) for more tips on using postural analysis photos. Discuss the uses of ice, heat, and topical analgesics for pain.
Say "Thank You"
Place follow-up calls to new clients. Send thank you notes to clients and referral sources.
We typically avoid the things that we are uncomfortable doing; however, with practice, you will quickly realize that certain thoughts and actions consistently focused in positive directions will ensure your success. And if you practice your selling skills consistently, you will improve each time you sell your services to someone new.
Remember: Practice makes perfect! Hang in there and don't get frustrated. Results don't always happen overnight. Just invest the time and keep a positive attitude. You'll be amazed with the results!
Click here for previous articles by David Kent, LMT, NCTMB.
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