resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
An Alarming Lack of Accountability
Accountability seems to be a lost quality today. The simple act of taking responsibility and doing the right thing just doesn't happen as often as it should. Maybe it is the litigious nature of our society.
The Art of Listening
One of the most important clinical concepts for me was voiced by the legendary physician William Osler. "Listen to your patient, he/she is telling you the diagnosis." After treating literally thousands of patients, it can become almost second nature to quickly discover clues which reveal the underlying diagnosis.
The Value of Melatonin in Breast Cancer Prevention and Adjunctive Treatment
Although melatonin (MLT) is best known for its sleep-aid properties and as a natural remedy to prevent jet lag, extensive experimental studies suggest it possesses anticancer activity through several biological mechanisms.
NCCAOM Launches New Membership Organization
The National Certification Commission for Acupuncture and Oriental Medicine (NCCAOM) recently launched a new national membership organization, the NCCAOM Academy of Diplomates.
News in Brief
Northwestern Student Honored for Addressing Concussions Head-On; Northwestern Announces New CFO; Life U. to Provide Unique Opportunity.
Misconceptions & Opportunities With Medicare
As I speak around the country on how to properly document Medicare patient encounters, I get questions regarding opting out of Medicare. There are many misconceptions about opting out of Medicare, including just what it means to opt out.
F4CP Launches New Social Media Campaign
The Foundation for Chiropractic Progress has launched a new service to help member doctors: a social media campaign called "Accelerator."
Transparency is Key at ASA First Annual Meeting
On March 4th and 5th the American Society of Acupuncturists (ASA) held a successful first annual meeting in Albuquerque, New Mexico.
Roots in the Community, Branches Far Beyond
The Jung Tao School of Classical Chinese Medicine (JTS) was founded in 1998 by Sean Christian Marshall in Sugar Grove, North Carolina, a small community near Boone in the state's westernmost mountains.
An Interview with Amanda Shayle
JW: Can you share with us some of your history and how you became an acupuncturist? What did you do prior to becoming an acupuncturist? Where did you go to school?
Building Relationships and Referral Networks with Allopathic Practitioners
Dr. Doug, an orthopedist of 20 years, had heard stories from patients who tried acupuncture. While he was able to address many of their complaints effectively, some appeared to gain additional benefit when their care included TCM.
The Rest of the Patient Story
I've written previously about allowing a patient to tell you their story – about taking the time to listen and engage all the aspects of their case history, the injury in question, and the related issues.
Energy: For Life and For Death
Energy is a deep topic in Traditional Chinese Medicine. Qi is understood to underlie all of existence, animated or not, and the qi of the living is studied with special attention.
Let's Streamline Your Front Desk
Your front office can be your greatest source of efficiency or a constant bottleneck. Increasing the productivity of this area without sacrificing the quality of patient interaction can be a little tricky.
Asking Patients the Right Questions
When was the last time you asked a patient a question? Maybe 30 seconds ago? But, are you asking the right questions to elicit valuable and useful information? As a healthcare provider, you've likely spent hundreds of hours learning to ask the right questions to gather critical health information from your patients.
Health and Wellness Partnership
Yo San University of Traditional Chinese Medicine and The Wellness Center at the LAC + USC Historic General Hospital recently joined forces to extend care to the residents of Boyle Heights area of Los Angeles.
Specialized Pro-Resolving Mediators: 21st Century Inflammation Fighters
Specialized pro-resolving mediators, or SPMs, are a portion of the omega-3 fatty-acid spectrum that have been shown to have a powerful effect on reducing inflammation.
Filling the Gap: The Role of Alternative Practitioners in a Broken Health Care System
I have been asked many times what got me into alternative medicine. My answer is simple: I want to truly help and make a difference in people's health.
Constructing Our Reality: The Primary Channels and Perception, Part 1
My favorite topic of discussion within Chinese medicine is the acupuncture channel systems. First of all, each of us have them. They are part of our bodies; not something external to us. To learn about the acupuncture channels is to learn about ourselves.
Excited to Share the Science of Chiropractic: An Interview With Dr. Heidi Haavik
Dr. Heidi Haavik has become known in the circle of chiropractic researchers as not only a rising star, but also one willing to do research that can have a major impact in the scientific world and how chiropractic is perceived.
Identify & Adjust the Apex Posterior Sacrum
Low back pain involving an apex posterior sacrum (+θX-axis misalignment) typically presents with signs of lumbosacral joint impingement or facet syndrome.
Day in the Life of an Advanced-Practice DC
Can you tell us a little about your background in the profession? Why did you want to become a DC? I studied at Boston University from 1968-1972 as a pre-med student majoring in biology.
Designing a Fitness Plan (Part 4): Blending Pain Relief With Healthy Aging
Pain relief is still the No. 1 reason patients come to my office. However, most of my patients have other goals as well, such as: "I want to lose 10 to 20 pounds"; "I feel old and want to slow down the aging process"; "My doctor says I am becoming a diabetic and need to exercise"; or "I'm tired and want more energy."
How Many of Your Patients Have Sarcopenia?
Figure 1 demonstrates the typical appearance of sarcopenia in the paravertebral muscles. Have you considered evaluating your patients for this problem? Sarcopenia is the progressive loss of skeletal muscle mass and function that affects the older population.
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 more information about David Kent, LMT, NCTMB.
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