resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
New Medical Technologies You Need to Know
We're all familiar with how fast computers become obsolete, as well as the rapid pace of development in the field of cell phone technology. The latest smart phones are far more powerful than desktop computers were only a few years ago.
Immunizations by Colorado DCs: Really?
You probably didn't hear about it, but back on Nov. 21, 2013, the Board of Directors of the Colorado Chiropractic Association (CCA) adopted "immunization authority" for Colorado DCs as its No. 2 legislative goal.
Coding for the Subluxation: ICD-9 vs. ICD-10
When I attended chiropractic school, I was taught that chiropractors approach health care differently than the traditional medical establishment.
Physical Exam 101: The Hands
I am sure you are familiar with the old adage: "When the only tool in your toolbox is a hammer, everything starts to look like a nail."
Medical Qigong for the Heart: Part III
Part 1 and Part II of this series focused on the physical aspect of the Heart and mental emotional aspects of the Heart respectively. Now, I would like to focus on the spiritual aspect of the Heart.
Finders Keepers: The Secret to Relationship-Based Marketing
Becoming a successful practitioner has less to do with what you learned in school, and more to do with your ability to find new patients and keep them!
Peer Points: Always Seeking To Grow
Ellen "Kiki" Geary has spent the last decade honing her craft. As a specialist in integrative holistic care, she went straight from completing her master's degree in acupuncture and chinese herbal medicine from Bastyr University to building a successful and thriving practice in the small community of Anacortes, Washington.
Vaccines and Chiropractic: Evidence-Based Medicine or Medical Dogma?
Right or wrong, the chiropractic profession has historically been against vaccinations. However, a growing trend within the profession is seeking to reverse this position.
The Science of Stretching
In 1986, Rob DeCastella set a course record by running the Boston Marathon in 2:07:51, just 39 seconds off the world record.
A Guide for Talking to Doctors about Acupuncture and Brain Chemistry
Before I begin any discussion of how to talk about the effects of acupuncture on brain chemistry, nervous and endocrine function, it is essential to understand just what physicians most need help with.
By the Numbers: 3 Common Financial Mistakes With Major Consequences
Warren Buffett is on record for sharing the hidden art of becoming wealthy and making it simple enough for anyone to grasp.
Fibromyalgia: Put the Pain in Its Place
While some fibromyalgia patients respond favorably to regular chiropractic care, others experience minimal relief. Unfortunately, many of these patients must rely on pharmacological management to relieve their constant pain.
Building From the Bottom Up
I caught up with my dear friend Honora Wolfe, in her Colorado painting studio where, if she is not praying in Bhutan or doing charitable work in a Nepali free clinic, she spends most of her time now.
Curbing Label Overwhelm
For the average consumer, reading a food package can be overwhelming: natural, organic, non-GMO, gluten free, free range ... you get the picture.
A History Worth Telling
The popularity and the use of acupuncture for the treatment of animals in the United States is at its peak.
Remembering Clarence Gonstead and 50 Years of the Gonstead Clinic
Dr. Clarence Selmer Gonstead (1898-1978) took chiropractic practice from back-alley bone setting to an understandable biomechanical science. His life was dedicated to clinical competency.
Knee Pain From the Kinetic Chain
As practitioners of manual medicine, chiropractors often treat patients suffering from knee pain.
Are You a Bad Chiropractic Patient?
My father was a great DC. In fact, as you might expect, he was the doctor of chiropractic I measured all other doctors against. Sadly, he died at age 61 when I was in my early 30s.
A Chinese Medicine Story: An Interview with Mazin Al-Khafaji
Mazin Al-Khafaji's work has interested me for years. In February 2014, we invited him for the second time to speak at the Southwest Symposium in Austin, Texas.
Why You Should Include the Single-Leg Stance Test in Every Patient Assessment
The single-leg stance (SLS) test, also known as the single-limb stance test, unipedal stance test or one-legged stance / balance test, is often used in the geriatric population to assess static postural and balance control.
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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