Lost A Sale, But Initial Phone Consultations — A Big Part Of Brilliant Customer Service
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Teaching Qi Gong to Children
Many of us have come to embrace Qi Gong or Tai Chi practice as a regular part of our lives. Qi Gong has been a stabilizing factor in my life for the last twenty years.
Healing the Core: AWB Nepal Earthquake Relief Project
With almost 9,000 people killed during the earthquakes in April and May, another 23,000 suffering injuries, hundreds of thousands left homeless when entire villages collapsed, and many sacred sites destroyed, no one in this country of approximately 28 million has been left untouched by the disaster.
Integrative Sports Medicine
One of the most rewarding and challenging clinical scenarios is the treatment of athletes.
ASA Ready to Impact Profession
The American Society of Acupuncturists (ASA) is a 501(c)6 (pending), not-for-profit collaboration among state based, acupuncturist professional associations.
Aetna Updates 97140 Policy
In a development the Association of New Jersey Chiropractors is calling "a resounding victory for chiropractors nationwide," Aetna Insurance Company has updated its national reimbursement policy regarding 97140 (manual therapy), reaching an agreement two years after the association filed a declaratory judgment suit in federal court against the insurer.
Online Marketing Basics: Website Creation
The various online marketing options make it a challenge, especially when all you want to do is help your patients feel better. With such a broad topic, I'm going to share some basics you should know about website creation.
The Ethics of Herbal Prescribing
While teaching ethics classes, I often encounter licensed acupuncturists who are surprised that our use of herbs and supplements has a specific section in the material. It is often an aspect within ethics that clinicians don't think of in practice.
Patient Retention Techniques
When talking about techniques to grow your business, we tend to focus on the "large" aspect of the patient base, that is, on strategies to attract new patients. However, it is important to remember that "loyal" is equally, if not more, important.
An Unexpected Superfood: All About Eggs
About 40 years ago, excessive dietary cholesterol was labeled a public health concern. Specifically, it was thought that there was a causal link between consumption of cholesterol-laden foods and increased risk of heart disease.
Treat Every Patient as an Athlete
Frontal-plane movement pattern dysfunction can set the stage for musculoskeletal injury. Frontal-plane stabilization is essential during the normal activities of daily living: think single-leg stance and gait cycle.
Lower-Extremity Overuse Injuries: Primer on Causes and Corrections
From ankle sprains to stress fractures, shin splints to plantar fasciitis, the research is clear: These common overuse injuries of the lower extremities – among dozens of others – may be related to abnormal foot function in your patients.
Relationship Marketing: A Modern Approach
Remember when you used to get real letters in the mail? Not the automated type, but the real deal, hand written with a personal message just because someone was thinking about you? You know what I'm talking about.
Data: The New Frontier in Health Care
Your practice is empowered with the data you need to improve patient health, run a more efficient (read: profitable) practice, get paid in timely fashion and help show the efficacy of chiropractic on the national stage in the midst of sweeping changes in health care!
Preaching to the Choir: How to Extend Our Reach Beyond the CAM Community
Professional conferences offer unique opportunities to network, be exposed to cutting-edge innovators, share your interests and work, and be inspired.
Healing Trauma: Cultivating Resilience and Presence Through Mindfulness, Part 1
All humans, by the very nature of being human, will experience moments of trauma and suffering. What, then, makes the difference in how the individual who experiences trauma, suffering, and spiritual loss reacts to such experiences?
A War You Can Help Patients Win
The average American consumes approximately 60 percent of calories from sugar, flour and refined oils. A donut is a good example of a so-called "food" that represents these calorie sources.
News in Brief
Support of F4CP Continues With Latest Donations; Walter Reed Honors Dr. William Morgan; Recognizing 40 Years of Public-Health Activism; Allstate Decision Reversed.
It's Time to Wake Up
It is time for this profession to wake up and tell someone about the healing benefits of acupuncture. This is the time for Asian Medicine. Its popularity, growth and unusual acceptance is nothing short of amazing.
Acupuncture Treatment of Trauma in the Canine
From 1972 until 1976, John Ottaviano and I were treating dogs at five different veterinary clinics in the Los Angeles county area. Usually, we were at a clinic for seven to eight hours.
Learning the Transformative Language of the Channel System: The Sinew Channels
The Chinese medical classics describe the energetic terrain of the body in much detail. The acupuncture channel systems, as presented in the Ling Shu illustrate the various expressions our qi energy can take.
ICD-10 Is Not Scary (and Not About Billing)
In my 13 years of consulting with doctors on billing and coding matters, ICD-10 has aroused the biggest combination of misguided fear and ignorance I can remember.
Exercise Recommendations for Healthy Aging
Aging is inevitable, but how you age is not. Common physical signs of aging include decreased muscle mass, decreased muscular power, increased body fat, and decreased aerobic (lung) capacity.
Making Public Health a Chiropractic Priority
As highlighted in this edition's News in Brief, Rand Baird, DC, MPH, FICA, FICC, editor and occasional author of our long-running column, "Chiropractic in the American Public Health Association", was recognized by the organization recently for 40 years of membership.
Technology Meets Practice: Chiropractic Every Day
About a year ago, I had an interesting conversation with a DC who made house calls. When I asked why, she was quick to explain she learns much more about her patients when she sees them at home than she could ever observe in the office.
Treating LBP in Golfers: Beyond Basic Assessment
The drive to master the most efficient swing demands a tremendous amount from the lower back. Maintaining stability in a flexed posture, supporting torso rotation and repetitively supporting the golf swing all put the lower back in a vulnerable position.
What to do When Today Sucks
Have you ever had one of those days when nothing went the way it should have? The patient with migraines got worse instead of better from a treatment similar to one you've effectively used on him before.
May, 2009, Vol. 09, Issue 05
Tools to Succeed for Massage Therapists
By David Kent, LMT, NCTMB
In these tough economic times, how can you stand out above the competition so that clients will continue to spend their time and money on treatments with you? Well, it often depends on your ability to determine the root of your clients' complaints coupled with the effectiveness of your treatment and your ability to educate your clients about the muscular components of their pain.
This article will review effective, time-proven methods that work together to educate and empower your clients so that they will not only want to continue their treatments, but also play an active role in their own healing process. All massage modalities can be integrated with the tools discussed in this article in any type of setting, including spa, clinical or outcall practices.
Education is a necessary component of a client's overall treatment plan. Although one treatment may be helpful, perhaps a series of four, six or more would provide greater benefit. But in order to communicate this to your clients and help them recognize why committing to follow-up treatments makes sense, it is necessary for them to understand the processes of their body.
A client's initial visit should always include a detailed intake form that provides an overview of his/her current and past health conditions. Often this paperwork reveals clues by listing prior accidents, injuries, surgeries and chronic conditions. Additionally, maintaining written accounts of a client's health history helps protect you in the unlikely and rare event of a client lawsuit. Professional liability insurance covers you as a therapist in case you are ever sued. Remember to always seek authorization from the client's medical doctor if you are unsure about potential contraindications.
Visual Pain Scales allow clients to specify and document regions of discomfort, the type and intensity of the pain, and other complaints. I suggest you take the Visual Pain Scale into the treatment room, review it with your client, and place it on a stand so that you can reference it throughout the session. This also helps ensure that you remember to address all of your client's complaints, which a key factor in retaining a steady flow of returning clientele. Without the aid of documentation, it can be easy to slip into a massage routine and forget to address the very reason the client sought treatment in the first place (Figure 1).
It is said, "A picture is worth a thousand words." Postural analysis photos only take a moment to snap, but they can go a long way in helping you explain the stresses on various muscles and to show which muscles are shortened and over lengthened. Keep it simple, the camera and screen built into a cell phone would even allow you to show client's their forward head or high shoulder posture. Remember to always get permission to take postural analysis photos and treat them confidentially--as you would any other medical records (Figure 2).
Relying on Charts
Charts can help you explain to clients the function of muscles and demonstrate why some are stressed and painful. Portable flip charts provide a professional presentation in any environment and are easily moved from one location and/or treatment room to another. The best flip charts on the market are easy to use with logical formats and laminated pages to prevent oils and lotions from damaging them over time. (Figure 3)
Wall charts are also useful and easy to reference. If you are limited on wall space, you can invest in an inexpensive wall chart hanger system that allows you to hang and access up to 10 wall charts in a single space. Muscular and skeletal charts are useful in showing the symmetry that exists in the body. And a Postural Analysis Grid chart makes it easy--even for the layperson--to see the body's asymmetries in postural photos. And a muscle movement chart also gives the degrees of normal range-of-motion for each joint, which aids with the assessment and development of a treatment and self-care routine.
Trigger point charts, depending on their design, can assist in developing a comprehensive treatment plan that is both based on medical research and specific to your client's pain. (Figure 4 ). If trigger points are identified during the treatment session, a trigger point flip chart can also help you show clients their trigger point patterns while they are still on the treatment table. The formation of trigger points is often the result and/or cause of postural distortions that can be identified in the postural analysis photos, as well.
Using and Selling Topical Analgesics
Topical analgesics can help generate additional income without spending extra hours in the treatment room. Many clients use topical analgesics between treatments. There are several types on the market. One company offers free samples attached to a flyer with your name and contact information printed on it. This is also beneficial in promoting your business. Integrate the use of topical analgesics into your treatment routine and give your clients a few sample packs to use at home. Free samples often lead to future sales. If your clients want to buy a topical analgesic, it's better for you to make a few extra dollars selling it than sending them to the drugstore down the street.
At the end of each treatment, take a minute to review your findings with the client. Use their pain scale, posture photos, skeletal, muscular and trigger point charts to create a treatment plan. This would also be an excellent time to offer your client a package of treatments that has a financial incentive for them to commit.
Remember, people will spend money on care they feel will make the difference in the quality of their lives. You just need to give them the knowledge and the reasons to make an educated decision. Using the tools and systems outlined in this article will enable you to revolutionize and protect your practice in these tough times.
Click here for more information about David Kent, LMT, NCTMB.
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