Lost A Sale, But Initial Phone Consultations — A Big Part Of Brilliant Customer Service
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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.
Exploring and Learning from the Gift of Life
I'm grateful to have had the opportunity to teach cadaver dissection classes and workshops with Stephen Cina at the New England School of Acupuncture over the past seven years, first through the Sports Medicine Acupuncture Program and later as a NESA elective course.
Can Acupuncture Treat Knee Pain?
Recently, an article in the Journal of the American Medical Association concluded that, "neither laser nor needle acupuncture conferred benefit over sham for pain or function" among older chronic knee pain patients.
Abdominal Acupuncture for Eye Healing: The Sacred Turtle and Ba Gua Map
Our ideas about western medicine have shifted in recent decades, while the public is asking more from health care providers.
Medicine as Metaphor
The practice of medicine is both an art and a science. We study and learn the system so that when the time comes to apply it, there is a greater possibility of successfully helping others.
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.
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.
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.
Adding Microneedling to Your Clinic for Results and Profit
Microneedling has taken the beauty world by storm over the last 10 years. Under the names dermaroller, microneedling or skin needling you will see these treatments listed in the services of nearly every fashionable beauty salon and day spa in the country.
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.
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.
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.
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!
The Source-Luo Point Combination, Part 3
Dr. Nguyen Nghi (NVN) was born in Vietnam and is one of the most important scholars, writers, teachers and practitioners of modern time. Many of his theories and applications are the source of modern teachers from Europe and the United States.
Melatonin: A Promising Natural Agent in the Prevention of ALS
A number of years ago, experimental studies suggested melatonin could block key steps in the development of Alzheimer's disease, primarily by acting as a brain antioxidant and inhibiting the build-up of beta-amyloid plaque in the brain.
Online Marketing Basics: Google Ranking, Part 1
We all know there is so much opportunity with online marketing. And, let's face it, if you don't have a presence online with a website and social media, you are probably not where you want to be.
The Roots of TCM in Depression Treatment
In traditional Chinese medicine, there is historical precedent for the treatment of so-called "Shen" (Heart-Mind) disorder, or disorder/dysregulation of the spirit, which is also considered as distinct but not separate from the cognitive function of the brain.
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.
The Art of Creating a Healing Space
I always advise my graduates to examine their group practice or treatment rooms with fresh eyes after they leave my CE workshops. I tell them, "Ask yourselves - is your space qi filled, welcoming and healing? Or is it cold and clinical?"
Merger Creates New Model of Care
Two San Francisco powerhouses of holistic healing, the American College of Traditional Chinese Medicine (ACTCM) and California Institute of Integral Studies (CIIS), are merging. Together they are building a visionary approach to applied integral health.
The Integrative Medicine Puzzle: Putting the Pieces Together
The conversation is changing in the broader healthcare community with patients actually moving the discussion toward more integrative topics. Patients today want to know their options.
Colon Health and TCM
I still remember many years ago, the loud "Yuck" from my wife at the time when we were together watching the Chinese movie "Last Emperor."
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.
July, 2010, Vol. 10, Issue 07
Setting the Goal Standard
By Cary Bayer
"Setting goals is the first step in turning the invisible into the visible." -- Anthony Robbins
If you're a licensed massage therapist who worries about how you're going to make your rent or mortgage, you might think that establishing goals for your business is a luxury you can't afford. When survival seems like it's at stake, games like these might appear trivial. But I disagree strongly.
Unless you set specific goals to stretch the way you do your marketing program, expand your client base, and grow your income in a profound way, you run the risk of being a casualty in this recessionary economy that's shutting down one business after another.
Goal setting can help your business not just survive, but actually thrive. Tracking goals on a weekly basis makes use of the Law of Attraction, which states that energy goes where attention flows. This law isn't any kind of luxurious way of thinking, it's literally a law of Nature, a manner in which the Universe operates. Physicists have come to understand the role that observation plays in the phenomenon that they observe: "You cannot separate the observer from the observed," said David Bohm, the quantum physicist who worked on the Manhattan Project (the atomic bomb).
In the case of goal setting for us, the observer is the LMT, and the observed is her business itself. The process of observation can have a definite impact on both observer and observed.
The first step to take advantage of the Law of Attraction for your business is to create a variety of weekly goals for different aspects of your work. These might include: total number of massages given; gross income; total number of new clients gained; total number of new prospective clients; referrals from medical doctors; new doctors receptive to referring patients to you; referrals from chiropractors; new chiropractors receptive to referring patients to you; referrals from physical therapists; new physical therapists receptive to referring patients to you; number of pre-paid packages sold; number of gift certificates sold; hours spent on marketing; and so on.
For those LMTs who have therapists working for you, it would be wise to include such categories as: number of treatments given by each therapist; amount of passive income you received, and so forth. (Naturally, this same goal tracking method can work in enriching any area of your personal life, as well. You could set goals for your marriage; the quality and quantity of friendships; your exercise program; weight loss program--virtually any aspect of your life that you'd like to improve.)
Here are the logistics of this goal tracking method: Write your goals going vertically down the page on the left margin. At the top of your paper, going across horizontally, write the following headings: Goal, Actual, and Percentage. Before your workweek begins and you get busy, fill in your goals for the week. Tally your results as they develop throughout the week, so that when you get a new doctor interested in recommending you to the people he treats, for example, mark it down in the actual column for the "New MDs receptive to refer clients to you" category. Then, the following Sunday night (or Monday morning), compute your results. If your goal was to gain two new clients and you gained one, then your percentage was 50 percent. Do this for each category, and do this each week.
There's great power in this process for, as auto legend Lee Iacocca put it, "The discipline of writing something down is the first step toward making it happen." Iacocca, who designed the ultra cool Mustang for Ford Motor Co. in the 60s, and who became a cultural icon a couple of decades later when he ran Chrysler Corp., knew a thing or two about making things happen. Goals that aren't written down are more like wishes, and wishes are fine for blowing out the candles on your birthday cakes, but they're not of much use to you beyond that.
John Dewey, one of the nation's greatest educators and a founder of the philosophical school of pragmatism, said it beautifully, "Without some goals and some efforts to reach it, no man can live." Make sure that you keep stretching your goals, especially if you are reaching them. As Michael Korda, the novelist and former editor-in-chief of Simon and Schuster, wrote, "One way to keep momentum going is to have constantly greater goals." Of course, if you're not reaching the goals that you set, it's wise to examine what you're doing and see what you can do about intensifying your efforts or doing things differently.
Consciousness is a powerful tool, and that's why your mind needs to be used properly. Don't burden it and bog it down as a storage site for little things like appointments. Let it be the powerful force it was intended to be. As physicist Fritjof Capra wrote, "In modern physics, the universe is thus experienced as a dynamic, inseparable whole which always includes the observer in an essential way." How much more could physics say about the power of consciousness?
It's time that massage therapists, who work on the physical body, let themselves benefit from those who've parted the curtain to uncover the secrets of the physical universe.
In other words, simply intending certain results and looking at these intentions daily helps bring them into manifestation. That's why it's wise to display your weekly goal sheet in a place where you can see them every day--remember the power of attention. "It was not possible to formulate the laws of quantum mechanics in a fully consistent way without reference to the consciousness," said the Nobel Prize winning physicist Eugene Wigner. The same can be said for the laws of quantum massage business growth.
Click here for more information about Cary Bayer.
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