Lost A Sale, But Initial Phone Consultations — A Big Part Of Brilliant Customer Service
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The Short Leg Dilemma
When evaluating a new patient, it is common to note a relative shortening of one leg to the other. Some patients will even tell you they have one, and then pull out the store-bought heel lift they read about online.
Oriental Medicine on the World Stage
"Let me win. But if I cannot win, let me be brave in the attempt." This simple, yet powerful statement was lived out time and time again by so many of the athletes from around the world during the Special Olympics World Games in Los Angeles.
The New Age of Communication
In the age of technology, everyone, including the patient, is seeking faster, easier ways to communicate. With a wealth of social media, blogs, websites and videos, we are constantly barraged with information – to the point of overload.
A Chiropractor's Guide to Yoga
"Doctor, can I continue to do yoga while undergoing your care?" "Is it OK for me to go back to yoga while I'm getting my back treated?" "It is safe to start my yoga classes again after my neck pain improves?"
Patient-Centered Care vs. Payer Restrictions: Your Ethical Obligation
Do you have an ethical obligation to evaluate your patients, make a diagnosis and provide evidence-based, patient-centered health care, irrelevant to the payer restrictions?
Fish Oil: A Key Component of Positive Clinical Outcomes
Patients seem to be presenting with more complex problems, and many are responding to care more slowly or have completely unexpected results. Why?
An Acupuncturist's View of Medicinal Marijuana
The use of cannabis for medical purposes is very controversial. Use as a panacea by physicians uninitiated to the proper application of herbal medicine, as well as an excuse for recreational use have greatly confused the issue.
Acupuncture Rising: From Acupuncture Anesthesia to Assisted-IVF, Part 1
Acupuncture's cultural and historical roots go back to the emergence of Chinese civilization. For more than 2,000 years, acupuncture needling has been continuously practiced on the largest population in the world.
Improving Communication Between AOM and Biomedical Providers
How comfortable do you feel talking to Western medical providers? If you are like me, you may not feel as comfortable as you would like. Some of my interactions with MD's haven't been the fruitful steps toward integrative medicine for which I had hoped.
Surprising Reasons for Orthotic Efficacy
Clinical outcome studies show orthotics are effective in the management of a wide range of injuries, including plantar fasciitis, Achilles tendinitis and patellofemoral pain syndrome.
Practice Policy (Gone Bad): The Sign
Every once in a while, you see something and think to yourself, That's a really bad idea. Case in point: I went to see my medical doctor the other day. Just after being "roomed," as they say, the nurse checked my vital signs. Then she left.
Dorsiflexion Dysfunction: Evaluation & Manipulation Techniques
Almost every condition from the foot to the hip can be attributed to the inability to dorsiflex the ankle mortice and other joints that participate in dorsiflexion. Let's start by understanding normal versus abnormal dorsiflexion.
The Zen Art of "One Point"
We were always told in our Zen Shiatsu training (by Japanese and Japanese American instructors) that our ultimate aim was to to find that "One Point." To be so focused we could touch just one point to transform Qi throughout a client's body.
More Chiropractors Required
An intriguing study published in the Journal of the American Board of Family Medicine examines how "chiropractic care affects use of primary care physician (PCP) services."
Harvard Health References Flawed AHA Position Paper
In its special health report, "Stroke: Diagnosing, Treating, and Recovering From a 'Brain Attack,'" Harvard Health Publications includes information from the American Heart Association's 2014 position statement on cervical manipulation and cervical dissection – a statement the American Chiropractic Association emphasized in a letter to Harvard Health mixes "scientific facts with half-truths."
Healing Trauma: Cultivating Resilience and Presence Through Mindfulness, Part 2
In the last issue of Acupuncture Today, the first part of this article introduced the topic of trauma and resilience, and their relationship to the autonomic nervous system response and the concept of the spirit being grounded in the body, and suggested the importance of mindfulness as a tool for healing.
Nuts Reduce Risk of Heart Disease, Cancer and Other Health Problems
Several recent studies suggest regular consumption of nuts may provide a significant degree of protection against certain types of cancer, heart disease, possibly type 2 diabetes and some neurodegenerative diseases.
Do Some Good and Grow Your Business with Cause Marketing
Cause marketing is truly one of the best ways that you can promote your services as a acupuncture professional. Cause marketing refers to a type of marketing where a business partners with a non-profit organization to help bring awareness to a charitable cause.
Practicing with Authenticity
To extrapolate from the above quote, patients love healthcare providers they can trust. One way to earn the trust of your patients is by practicing with authenticity. What does that mean, exactly?
What's Chiropractic Research Worth to You?
The Palmer Center for Chiropractic Research (PCCR), in celebration of its 20th anniversary, has announced it is spearheading a fundraising campaign to support chiropractic research.
News in Brief
Call for Abstracts Announced - Parker Las Vegas 2016; Logan Adds Doctorate Degree; New Role for Dr. James Edwards.
The Food Conversation: Nutrition and Your Practice
It's morning and your first patient rolls in with a triple espresso steaming in one hand and a frazzled, desperate look in her eye. "You gotta help me, doc, I am constipated unless I drink one of these, and I am exhausted and anxious all the time."
Modernization of Chinese Medicine
Language – written, spoken, signed, or otherwise is learned as a means to express our individualized perceptions about the world around us. Language is designed to communicate our personal experiences.
Fertility and Poly-Unsaturated Fatty Acids
Starting or expanding one's family is a major milestone. It's something that more and more people seek out health care advice and support for.
Getting a YES: An Effective Strategy for Overcoming Patient Objections
Patients make more excuses for declining care from an acupuncturist than perhaps any other type of doctor. Various reasons hold them back from making a commitment to care.
Change Lives by Supporting Chiropractic Research: Are You In?
The Palmer Center for Chiropractic Research (PCCR), in celebration of its 20th anniversary, has announced it is spearheading a fund-raising campaign to support chiropractic research.
November, 2010, Vol. 10, Issue 11
You Have a Massage Business, Not a Massage Practice
By Cary Bayer
The extraordinary amount of time that you spent studying massage prepared you expertly in the art of giving another person a professional massage. I refer to this part of your knowledge as your massage practice.I use the word practice because you literally practiced it many times before you mastered it. When you were a small child, you practiced the multiplication tables and, in time, you mastered it. Years later, as a teenager, you practiced the conjugation of verbs in Spanish or French and, in time, you mastered that, too. Still, years later, as an adult in massage school, you practiced massage modalities and, in time, mastered that, as well. In fact, one of your assignments as your education unfolded was to practice on real human bodies the techniques that you were taught in textbooks and in the classroom.
In massage school, you learned different modalities and strokes, anatomy, and so forth. This knowledge, coupled with all your years of experience, comprises your massage practice. A simple way of thinking about it is that everything you do on your table is your massage practice. On the other hand, everything you do that gets people to your table is your massage business.
Another way of saying this is that everything that you do outside of your massage room is your massage business. If you were lucky, maybe you had five to seven hours of training on this in massage school. That would account for 1 percent of your total training. Most therapists were not lucky enough to get even this. This is something that you didn't learn professionally how to do.
It's not surprising, therefore, that few massage therapists actually know how to operate their businesses professionally. Too many massage businesses are essentially all practice and virtually no business. These are also the businesses, I'm sorry to say, that are likely suffering the most financially, especially as the economy temporarily goes south.
Wherever I teach my CE classes, many arms go up when I ask LMTs if they've heard of The Secret. The best-selling book and DVD trumpets the power of the Law of Attraction that states that whatever you focus on expands, or where attention flows, energy goes. So it should come as no surprise, even for those who are versed in the Law of Attraction, that if you devote only a tiny amount of time to your massage business, you'll likely only receive a tiny amount of growth. However, a more generous amount of time dedicated to your massage business should yield some generous results. In other words, the Law of Attraction works, whether you're putting your attention on writing affirmations or doing visualizations for your business, or simply networking to generate new clients.
If you're like many of the massage therapists whose handiwork I've sampled, you're exceedingly generous to your clients in your massage practice. Almost all of you give of your hands, your energy, and your love to help your clients heal. Some of you do this so thoroughly that your hour-long massages often go an hour and a quarter at no extra cost to your client. This is great generosity. However, you're very stingy regarding your massage business. Marketing time rarely spills over from an hour into an hour and a quarter because there's usually no hour of marketing to spill over in the first place.
My wife and I both know a number of massage therapists who have terrific practices. Now if you read this sentence without having read the first paragraph in this article, you would naturally assume that these were thriving LMTs. Sadly, nothing could be further from the truth. These are therapists who had to give up their massage practice because they no longer had a viable massage business. In other words, they didn't have enough clients to pay their monthly bills and sustain themselves. So they took what most people typically call "straight jobs" to pay their monthly nut and, tired from these labors, ran out of the physical and psychic energy that it takes to consistently support clients on their tables. Eventually, they stopped doing massage at all. That was a great loss for everyone who happened to benefit from their healing hands.
The reason that these extremely talented therapists were out of the massage business was because they put almost all of their attention on becoming great therapists, and almost no attention whatsoever on becoming successful therapists. Great as in skilled hands; successful as in money in the bank. It was this that helped inspire me to dedicate myself to helping LMTs becoming wiser about supporting their massage businesses. Sometimes it takes a personal loss to take positive action to create chaange.
Here's my recommendation: decide to spend some generous time on your massage business, and you'll have more clients than ever before on your table to perform your massage practice.
Click here for more information about Cary Bayer.
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