resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
News in Brief
While indignation may be your immediate reaction to H.R. 5780, the Protecting the Integrity of Medicare Act of 2014, the American Chiropractic Association suggests the legislation is just what the chiropractic profession needs.
Professionalism and Evidence-Based Health Care
Today's chiropractors are facing a conundrum with the Affordable Care Act and its health care reform requirements, including evidence-based practice and health technology assessment.
The Static Postural Pelvic Exam
I include a static postural analysis in my evaluation routine whether you are a patient in pain or an elite-sport athlete in training. In my day-to-day practice, I require patients to stand still while I "just look" at them.
Show Up and Show Respect
I was recently asked about my chiropractic philosophy. My answer surprised my questioner.
Environmental Toxins: Cause of Modern Illness, Part 2
In Part I of this article, we detailed the variety of environmental toxins assaulting our bodies. These include pesticides and herbicides; plastics; preservatives; cosmetics; gasoline additives, solvents and glues; and heavy metals.
Three for One: The Cervical Distraction Test
Taking the time to do an exam is important, but it is time spent. The exam serves as a way to physically validate your clinical impression following a history and clinical consultation.
Animal Acupuncture Gaining in Popularity
We have just finished the year of the fire hoarse and now it is time to spend some time alone, daydreaming and thinking outside the box in terms of where our profession is headed. The sheep person is well organized and creative so this should not be difficult to do.
I Felt it in My Fingers First
I'm not afraid to say it. Massage therapists make better acupuncturists. I'll tell you how I know, but first I have a question: What do a microcurrent device, a laser and a hippie massage therapist have in common?
Trouble Down Under: San Zhen Therapy for Lower Jiao Issues
In the last several columns, I have discussed many clinical options for utilizing San Zhen or Three Needle Therapy. In this installment, I will continue this trend and discuss several foundational patterns which can be found in several very common clinical presentations.
Age and Fertility: Why We Should Worry Less About Age and More About Overall Health
Recently, on one of the acupuncture alumni forums, the topic of age and fertility came up when a practitioner posted a question regarding a patient that was about to turn 40-years-old.
Taking the Freeze Out of Adhesive Capsulitis
Adhesive capsulitis or "frozen shoulder" is a relatively common condition resulting in severe shoulder pain and global loss of glenohumeral joint range of motion. Incidence of the condition is approximately 3 percent in the general population.
Two for One: The Cervical Distraction Test
In today's healthcare system, diagnoses and treatment plans follow a western medical model - especially if you work with attorneys or insurance companies.
Fight Colorectal Cancer With Folic Acid
CRC is the second most common cause of cancer mortality in the U.S. and Canada. Although genetic susceptibility plays a role in the etiology of CRC, dietary factors, including certain vitamins, have also been shown to influence the development of the disease in various studies.
Happy New Year 2015 Gong Hoy Fat Choi
Welcome to the year of the sheep! We begin a new year guided by the sign of a quietly and creatively organized animal.
Acupuncture and its Place in the Integrative Healthcare Practice: The Need to Move from Modality to Profession
Acupuncture and oriental medicine (AOM) has grown and flourished from its inception thousands of years ago in China. In surrounding regions of Asia, AOM developed as a response to differing cultural, pathological, health and wellness care needs.
Movement Assessments: The DC's Sphygmomanometer
I think back to when I was going through chiropractic school outpatient clinic. I was embarrassed to have my family and friends come in for treatment because initial evaluations took three hours to complete.
Chiropractic Research in Review
Occupational LBP in Primary- and High-School Teachers; Treating MVA Complications With Chiropractic Care; Neck Pain: Immediate Effects of Active Scapular Correction; Taping Benefits Stride, Step Length in Fatigued Runners.
The Way of Zen Performance Enhancement
Working with elite athletes and implementing various techniques to keep athletes focused and at their optimal performance for a sustained period of time includes incorporating various meditation techniques that counterbalance their sport-specific physical and mental demands, which is an important element of success throughout the years.
The App Advantage: Get More for Less
You may have noticed the list of "app-exclusive" articles in the directory on the front page of the print issue and in the Table of Contents on page 4. You can't find these articles in print or even in our online archives.
The Conscious Evolution of Healing: Importance of Opening the Sensory Portals in Classical Chinese Medicine
The Chinese medical classics are not just clinical guides. They give advice; ways we can awaken more fully into conscious awareness.
We Get Letters & Email
Rethinking Our Approach to Immunization; Coming Together for the Good of Our Patients.
How to Use Online Video as a Tool to Market Your Practice
Health care practitioners, including chiropractors, should consider online videos as a key element of their Internet marketing strategy. In the next three years, videos are expected to account for nearly 70 percent of all consumer online traffic, according to Cisco.
Ringing in the Billing New Year
What are the new modifiers that replace modifier 59? Will they allow doctors of chiropractic to be paid for 97140, manual therapy, when done with chiropractic manipulation?
AWB Makes a Difference in the Yucatan
We are in the sleepy town of Izamal, located about an hour from the Merida airport where our group arrived last night. Later that morning, on a bus winding through the dusty roads of the Yucatan, fourteen acupuncturists, two facilitators from AWB and two tour guides make their way to the small rustic town of Popola.
Helping to Create the Healthiest Generation
The imperative to create the "Healthiest Generation by 2030," envisioned by the American Public Health Association (APHA), was in full force at the APHA's 142nd Annual Meeting held in New Orleans from November 15-19, 2014.
Right Back Where We Started?
More than 25 years after Judge Susan Getzendanner issued her historic opinion in the Wilk v AMA anti-trust case, evidence suggests that despite increasing collaboration between doctors of chiropractic and their allopathic medical counterparts, when it comes to organized medicine, we may be right back where we started.
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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