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Spine Surgery: A Tale of Greed and Corruption
All too often, where there's substantial money to be made, greed and corruption inevitably follow.
Sell Out: Using Research for the Wrong Reasons
The above chorus is from the ska band Reel Big Fish's 1997 hit song, "Sell Out," from their album, "Turn the Radio Off." In the song, the singer sarcastically relates the plight of a musician who is tired of "flipping burgers" and is willing to get "lots of money" by playing "what they want you to hear" in order to get a recording contract.
Osteoporosis Isn't Always the Case
What is your diagnosis? The patient is a 58-year-old female with back pain. I am sure all of you see the compression fracture at L2; however, there are some findings that suggest this is not a compression fracture due to osteoporosis.
Integrative Medicine Can Shape the Profession
As the AOM profession struggles to define the role of "integrative" medicine within their practices their schools and organizations, students, faculty, alumni and administrators at schools wrestle with discussions of how much, where, how, and what to "integrate."
How to Humanize Your Content to Create Stronger Relationships
Content marketing is about building relationships, whether that is through updates on social media, offers on your website, blog posts, email campaigns, or even printed material. Now days a business needs to make a human connection.
Top 10 Fitness Trends for 2016
The American College of Sports Medicine (ACSM) published its annual fitness trend forecast in the November / December 2015 issue of ACSM's Health & Fitness Journal.
Yo San University Helps Make LA Communities Healthier
An element of healthcare training often overlooked is the residual benefit to communities served by Acupuncture and Oriental Medicine (AOM) schools nationwide.
Percussion Therapy: An Experiment
My study of qi began more than 20 years ago — long before my study of TCM, points or pathways. It all started with an awareness in my hands and physical manifestations in the way of blockages while working on clients.
Preventing ACL Injuries in Female Athletes
For female athletes, the key to optimal athletic health lies in preventing ACL injuries. In medical terms, the anterior cruciate ligament (ACL) is the primary restraint to the anterior displacement of the tibia on the femur at all angles of the knee flexor.
News in Brief
A Winner in and Out of the Office; Ready for the "Have-A-Heart" Campaign? New Integrative Medicine Journal.
We Get Letters & Email
In the Dec. 1, 2015 issue, we have Donald Petersen reporting on "the adapting chiropractic practice," which includes multidisciplinary practice as an option; a ChiroPoll indicating 59 percent of DCs are seeing at least 21 patients per day and 27 percent are seeing more than 40.
Window of the Sky Points
The acupuncture points known as Window of the Sky are a modern creation. There is no reference in Chinese medical texts for an acupuncture point category called Window of the Sky.
Interprofessionalism: What it Means and Why You Should Care
Interprofessionalism in education and in practice is a growing trend across health care in the United States. The idea that team-based care and collaborative practice can improve health care has been around more than 50 years.
Do You Teach Patients How to Breathe Properly?
Spinal manipulation often produces quick results in terms of pain alleviation and improved range of motion. Unfortunately, once the patient is no longer in pain, they may discontinue therapy, only to be plagued by the same complaint at a future date.
Billing and Coding for Moxibustion
Q: I am trying to locate a code for cupping and moxibustion, and have had various fellow acupuncturists indicate that they bill using the existing codes for heat, 97010 hot packs or 97026 infra-red for moxa and 97016 vasopneumatic device for cupping.
East Meets West
Gung Hay Fat Choi. Welcome to the year of the Monkey. There will be fireworks for both January and February this year. What great celebrations.
Asking the Insurance Rep the Right Questions
One of the first or last questions a potential patient often asks is: "Do you take insurance?" An ill-informed or optimistic, "yes" can result in delayed or non-payment. Instead, just say: "Let me check if you are eligible first."
Forgotten Options for Musculoskeletal Health
Challenges with musculoskeletal health are of tremendous concern for many people today.
Ethics: The Glue That Holds Us Together
Kudos to the National Certification Commission for Acupuncture and Oriental Medicine (NCCAOM) for creating a code of ethics for the nationwide profession and for deciding to make courses in ethics a requirement for certification renewal.
The Roots of Insomnia
One of the most common clinical presentations is insomnia. Next to digestive disorders, sleep disorders are one of the most common complaints the clinician will encounter in daily practice.
The Future of Functional Neurology
Functional is the hot buzzword in health care these days; witness the rising popularity of functional medicine, functional testing and yes, functional neurology.
The Amazing Clinical Versatility of Milk Thistle (Part 1)
Most of us know that the standardized extract from the seeds of milk thistle (Silybum marianum) is probably the best-proven herb for protecting the liver from chemical and inflammatory damage.
From Antiquity to Modernity: Huang Qin Tang at Yale Medical School, Part 1
Traditional Chinese medicine is a coherent medical system with several unique characteristics: it originated almost 3,000 years ago; in its area of origin, it has been practiced without interruption since its inception.
Changing the Cultural View of Medicine
Many hospitals in the U.S. are incorporating integrative clinics that include Traditional Chinese Medicine. Cleveland Clinic has led the charge for adding a traditional Chinese herbal medicine clinic to their existing acupuncture program.
The MRI: When and Why to Order One
As I lecture around the country to both chiropractors and medical specialists, it's clear one of the main disconnects between the two professions is that of an accurate diagnosis.
February, 2012, Vol. 12, Issue 02
Re-Framing the Idea of Referring New Clients to Other LMT's
By Cary Bayer
Recently, I called a licensed massage therapist to find out about the possibility of getting a session. If I liked her work, I told her, I'd be interested in working with her as my regular LMT.The first thing she said was that she wasn't doing massage now. I was disappointed. Then she said was she could refer me to a working therapist. I was less disappointed, because she said this therapist was terrific. Then, as I was about to hang up and call the therapist, to whom she referred me, she said something else. If I gave you a hundred guesses what this non-working LMT then told me, you couldn't possibly guess what it was. That's when she said ... drum roll please ... that she'd be working again in three weeks time. WHAT????
You heard me right. So, why didn't she answer my original questions about her work and book me in three weeks? I never told her I needed a massage in the next three weeks; she just assumed I did. As the business coach for massage therapists, I've seen some really weird attitudes, speech and actions from ungrounded LMTs, but this one took the proverbial cake. Talk about ruining an opportunity! I hope you can see the craziness in "assuming" your prospective client's needs without first checking with them. Promise never to repeat such behavior.
But there's an even more subtle massage marketing tip contained in that phone call. As a business coach for massage therapists, I've seen far too many booked LMTs refer prospective clients to other therapist friends. That's incredibly thoughtful. That's incredibly generous. And that's incredibly dumb. Let me explain
Suppose that your limit is 20 sessions per week - four sessions daily, five days per week. Suppose when you do number 21, your wrist begins to ache and you've promised yourself that you won't do more than 20. Let's further suppose that it's Monday, and you're already completely booked for the week. But you get a call from a new person who wants to work with you. Since you've read the first few paragraphs of this article, you won't assume this person wants their session this week or they will work with someone else. So you try to book them for next week. But suppose they really need to see you this week, what do you do?
You can be incredibly generous, like most therapists, and give them the name of a friend of yours whose work is excellent. The caller is happy, your friend is happy, and you don't have to hurt your wrists. But you might be hurting your bank account a great deal more. Let me explain.
Because the therapist you're referring is great, there's a strong chance this therapist will become their therapist. Good for them but not good for you. Why do I say that? Let's do the math. Suppose that they becomes a regular client, seeing the therapist twice a month for $75 per session. That means they will spend $150 per month with someone else for massage. If you multiply that by 12, you get their annual expenditure on massage: $1,800. That doesn't take into account gift certificates they might purchase, or clients they refer to your friend.
Then, suppose that the client and your friend develop a working relationship that lasts six years. That means they will have paid $10,800 over the course of their work together. That's good for them and, again, not good for you because that $10,800 could have been yours. But it wasn't yours because you were too busy to take them on as a new client. I'm not suggesting you should have taken them on if your schedule is full. You have to protect your body for the long run, and avoid injuries that prevent you from doing any sessions the following week. So what am I suggesting?
It's very simple: bring in a second therapist to work for you to handle your overflow and design a compensation program with them. My recommendation is to pay between 50 and 60 percent of the sessions they do for your clients. But make sure that you're paid first, and then give them the commission on a periodic basis (like weekly) if they do a lot of treatments, or monthly, if they do fewer. It's important that you're paid first — otherwise, there can be some resentment on their part if they have to surrender the full amount of the treatment to you and then get their cut.
If, on the other hand, you're like so many of the massage therapists I've encountered and don't want to have another therapist working for you — for whatever reason that might be — then develop a compensation program with an outside therapist who doesn't work for you, but pays you a commission for clients you refer. How that compensation is structured is clearly between the two of you, but here's a guideline: have them pay you between 30 and 40 percent of each session they give the client you referred to them.
They need to keep good records and could easily send you a monthly check based on how much revenue they gained from the client or clients you sent their way. If you get 40 percent of those treatment fees, and we refer back to the $1,800 that the new client pays them each year, you're looking at $720 in passive income that year for making a single phone call. Multiply that by the six years of their association and you have $4,320 in passive income from a single phone call.
Now that's prosperity consciousness. And that's quite different from just giving that new client your friend's phone number and all you wind up with is a thank you. Thank you's don't pay $4,320 in bills. In this economy, four thousand dollars is nothing to sneeze at.
Click here for more information about Cary Bayer.
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