Lost A Sale, But Initial Phone Consultations — A Big Part Of Brilliant Customer Service
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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.
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?!"
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.
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 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.
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.
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.
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.
Marijuana, Apathy and Chinese Medicine, Part 2
A talented young woman presented herself with emotional mood swings, which included being nervous, anxious and jittery.
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.
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.
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.
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.
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.
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.
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)?
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.
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.
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.
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.
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?
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.
Giving Vets the Care They Deserve
The Department of Veterans Affairs (VA) administers the largest integrated health care system in the United States.
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.
November, 2009, Vol. 9, Issue 11
Practice Building: Taking Your Massage Practice to the Next Level
By David Kent, LMT, NCTMB
Many massage therapists are frustrated by how the current economic situation has affected their practice. They are having difficulty making ends meet while trying to find or maintain continuous employment. While most massage therapists love their chosen profession, many doubt their ability to sustain themselves financially in the field over the long term.
Sound familiar? There is hope! There are proven strategies to create an effective plan of action that will help you build a rewarding and financially lucrative career as a massage therapist. It starts with asking some vital questions and then using the answers to help focus your time and efforts in ways that produce positive results.
Clarify Your Goals
Free your mind by capturing your thoughts on paper. This will help you get organized and focused. Start by writing your goals, followed by the actions you need to take to achieve them. Be as specific as possible. For example, don't set a general goal: "I want to make more money." Instead, set a specific goal: "I want to make $10,000 more this year." Another general goal would be "I want to have a more regular treatment schedule," but a specific goal would be "I want to treat my clients on Monday, Wednesday and Friday between 9 a.m. and 5 p.m., and on Tuesday and Thursday from 1:00 pm to 7 p.m."
Create an Action List
Once you have specifically defined your goals, you will have a clearer idea of the questions you need to ask yourself to determine the actions you need to take to achieve them. Think about the following questions and answers related to increasing your income.
Question: What businesses in my area could also be referral sources?
Answer: First make a list of potential sources in your area. Depending on the modalities you practice, these could include chiropractors, physicians, physical therapists and health care providers; professional office complexes; health food stores; hotels; gyms; and hair and nail salons. After you have created a viable list, hit the ground running. Schedule an appointment, call or simply pop in for a visit to introduce yourself and explain what you do, how you can help and how to schedule an appointment.
Question: How can I educate my clients so they see progress quickly and become raving fans that refer their friends, family and coworkers?
Answer: Take a few minutes to perform a full evaluation, provide education and develop a customized treatment plan to meet each client's specific needs. Taking such measures will gain your clients' respect and confidence, earning you a reputation as a knowledgeable and skilled massage therapist. Integrate postural analysis photos and trigger-point charts into your treatment plans so that your clients will understand why they hurt and how you can help. Encourage your clients to commit to a series of treatments that will reduce and/or eliminate their pain. Other articles I have written on this topic include: Getting Comfortable with Postural Analysis (MT July 2008), Simple Answers Create Positive Results (MT May 2008) and Charting Your Progress: Visuals for Success (MT February 2008).
Question: Which clients and referral sources should I focus on to increase my income?
Answer: Typically, 20 percent of clients will produce 80 percent of your income and/or 20 percent of your referral sources will send you 80 percent of your clients. I have written several articles on this topic: The 80/20 Rule: Maximizing the Return on your Investment (MT March 2008).
Question: How can I ensure that my clients will come back to see me?
Answer: Nurture your relationships with your clients by making follow-up phone calls, sending "thank you" cards, offering treatment specials and showing a genuine concern for their overall health and well-being. Another article I have written on this topic: Building Raving Fans: Consistency is the Key (MT April 2008).
Question: What products can I sell to generate additional income?
Answer: Items like topical analgesics are popular with the public and have a 50 percent markup. It is important to realize that making just an extra $20 a week in profit from selling topical analgesics adds up to more than $1,000 in your pocket at the end of the year. One manufacturer will send therapists complimentary brochures printed with the therapist's name and phone number, as well as a sample of the product attached. This saves valuable advertising dollars while helping to promote your business.
Question: Who has the experience, resources and track record to help mentor and guide me?
Answer: It is very important to keep up on the current research in the field, as well as become familiar with the industry's movers and shakers. Continue reading professional trade publications such as Massage Today. Seek mentors who provide an array of resources to help you grow your practice, such as seminars and home-study programs, online resources, and products. For tips on designing empowering questions to help clarify your goals and determine the actions you need to take to get there, read The Power of the List (MT January 2008).
Once you have listed specific goals and the actions you need to take to achieve them, the next step is to create a timeline for completing each action. The word syntax involves the arrangement of parts or elements. The order of these parts or elements determines the outcome. For example, a phone number is a form of syntax. It consists of a series of digits in a specific order (area code + phone number). To call a specific person, it is necessary to dial all of the digits in the correct order or your call will not be successful. The same concept applies to your practice. There is a syntax, or order, in which you must complete each action to achieve your goals.
Question: What is my timeline to perform each action so I achieve my goals?
Answer: Write each step you need to complete on a calendar on the date you plan to start the task and the day you intend to complete the task. Be sure to schedule a date and time for each action. Plan a day to research online and then drive around to become familiar with the local businesses in your target area. Plan another day to write and practice what you will show and tell referral sources and potential clients about your services. I always carry a trigger-point flip chart with me so that I can show people that I understand their pain and that I can help. Be familiar with your charts so that you are able to quickly show pain patterns. Schedule several days to hit the streets to market your business.
Take a few minutes every day to work on attaining your goals. To succeed, you must consistently write down your goals and the actions necessary to achieve them. Then you must frequently review your action list and follow through. Each day, ask yourself: What are three items on my action list that I could work on today to help build my practice? Other articles I have written on this topic include: The Power of a Minute (MT June 2007), Consistency Breeds Success (MT February 2009) and Hire Me! Getting a Job in a Tough Environment (MT April 2009).
I hope this article has stimulated a few ideas and provided the motivation for you to focus your time and efforts in ways that will take your practice to the next level.
Click here for more information about David Kent, LMT, NCTMB.
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