resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
Looking Back: Abstracts From Chiropractic History
D.D. Palmer's Technique for the Posterior Apical Prominence; An Early Attempt to Achieve Consensus on Subluxation; Chiropractic Subject Headings: Past, Present and Future; Mabel Palmer: A History of Chiropractic That Almost Wasn't.
Hazards in the Environment Making Your Patients Sick
Working both separately and together, Western and Chinese medicine have many successes in the treatment of the myriad diseases that afflict human beings in modern times.
Spotlight on Acupuncture Research at IRCIMH
Acupuncture and Traditional Chinese Medicine were well-represented at the International Research Congress on Integrative Medicine and Health (IRCIMH)- 2014 which took place in Miami from May 13–16.
Healing With Hope
Ella is a Gulf War veteran and a survivor of military sexual trauma. Like hundreds of veterans, Ella was on 11 different medications for depression, anxiety, insomnia, irritable bowel syndrome and chronic pain.
Medical Qigong for the Heart: Part II
Chinese Medicine is rich in commentary regarding the emotions and how they affect our qi.
Looking For Answers In Many Places
I am sure we have all heard the old adage: "When the only tool in your toolbox is a hammer, everything starts to look like a nail."
Inside Liver Failure, Cirrhosis and Cancer
The Liver belongs to Wood in Five Element Theory and is in charge of Dispersing and Expanding which means all the processing and detoxifying of harmful substances such as medications and chemicals require the efforts of the Liver.
Healing With Simple, Healthy Food
When it comes to your health, there is no better way to take control and create positive outcomes than by focusing on diet and lifestyle. As chiropractors, you know the power that regular self-care has for your patients.
F4CP: New Campaign to Promote Chiropractic as a Career
The F4CP has announced a "targeted cooperative campaign" that will engage doctors of chiropractic and chiropractic students, as well as chiropractic colleges, chiropractic media, state associations and vendors, to encourage DCs to recommend a chiropractic career to patients, family and friends.
Super Bowl Chiropractor
With opening night of the 2014 National Football League season only a month away, what better time to talk to Dr. Jim Kurtz, team chiropractor for the defending Super Bowl champion Seattle Seahawks?
Deciphering The New CMS 1500 Claim Form
Q: I am confused on using the new 1500 form, particularly Block 14 and Block 15. What is required and how do I properly fill these out? And do I actually have to use this new form or may I continue using the old version?
Offline Marketing Techniques: Opportunities to Help Grow Your Business
In a world becoming increasingly dominated by connected devices, when we think of marketing, we often think of online and social media marketing. Considerable attention is given to Facebook and Twitter, as well as CPC [cost-per-click] advertising.
The Acupuncture Success Express
Time is passing very quickly these days. We are atoms half the way through the year of the horse. You could call it "horse racing season" for this profession. Perhaps it is time for reinvention during this time.
Advice for Young Doctors
When I began practice, I was just shy of my 25th birthday. I was young and I looked it. I had been told this would be a problem when starting a practice – and it was. Older patients often paused when they entered for care.
Talking to Skeptical MDs: "Just the Facts, Ma'am"
The first lesson in public speaking is to know your audience. This is particularly applicable when talking to skeptical medical doctors about chiropractic. You have to understand where they are coming from and speak the language they understand.
The Kidney Official
The Kidney is known as the Official Who Controls the Waterways. In Western medical terms, a major function of the Kidneys is to filter the blood. Every day, a person's kidneys process about 200 liters of blood to sift out about two liters of waste and excess water.
The Gluteal-Knee Connection
The underlying causes of knee pain and dysfunction are rarely isolated to the knee. The knee is a relatively stable joint with limited intrinsic ability to adapt to aberrant motion.
Resolving Medial Arch Suspicions: The Navicular Drop Test
Healthy feet have three distinct arches: medial longitudinal, lateral longitudinal and anterior transverse.
Best Practices for Website Success
If one asked 10 years ago whether a website was relevant I was the first to suggest no. Yet as the world moves increasingly towards electronic information there is a dire need to have a website for your practice. Your website is actually your electronic calling card.
Getting Athletes Back in the Game: Low-Level Laser Therapy for Sports Injuries
Sports injury rehabilitation is all about getting back in the game quickly and with optimal health. A relatively new tool for the treatment of sports injuries is finding global success, and it is doing so in a fast, efficient way.
Not Another Typical Drug Company Lawsuit
It's becoming more common to see drug manufacturers negotiate "false claims" settlements for millions and billions of dollars.1-2 Most of these settlements have to do with violations in the marketing of the drugs they produce and sell.
Primary Lateral Sclerosis: A Condition With a Chiropractic Connection
Primary lateral sclerosis (PLS) is a slowly progressive, adult degenerative disease of the upper motor neurons characterized by progressive spasticity or stiffness. It is a clinical diagnosis that has been avoided because it is (largely) a diagnosis of exclusion.
March, 2012, Vol. 12, Issue 03
Practice Building: Learning to Engage All the Senses
By David Kent, LMT, NCTMB
Patients are constantly evaluating their treatment experience utilizing a multitude of sensory stimuli including sight, hearing, smell and touch. The human senses can influence your patients to upgrade to a series of treatments, purchase additional products, refer others and, in some cases, the amount of your tip.Implementing systems that make your practice standout from your competition are fundamental to insuring success. There are numerous strategies to build your practice by properly engaging the senses of your patients. (See "Getting In Our Patient's Head - Practice Building" MT, January 2011.)
Whether you work performing out-calls, in a spa or in a clinical setting, you never get a second chance to make a good first impression. Visually, patients can learn a lot about your practice by looking online at your web and social media sites. They can read, see pictures and take a virtual tour of your practice. Make sure you keep posted information up-to-date.
Show patients you use professional grade supplies and equipment that have been designed and tested for the therapy you perform. Selling these professional products like lotions, oils, topical analgesics and exercise balls to your patients will generate additional income that adds to the bottom line. Patients purchase these products for self-care and give them as gifts to family and friends. Your appearance, equipment and facility from the entrance, reception area, hallways, bathrooms and treatment rooms must also be neat and clean.
Postural Analysis photos add a whole new meaning to the saying "a picture is worth a thousand words." Postural analysis photos can be utilized like doctors use X-rays, CAT scans and MRIs to evaluate, educate, design treatment plans and document progress. Smart phones, iPhones, tablets and iPads have a built-in high-resolution camera and screen, making them the perfect postural assessment and education tools. No special software is needed, simply snap a photo and instantly educate patients of the roll their high shoulder or forward head posture plays in perpetuating their pain (Photo 1).
Postural analysis photos are a great visual tool for attracting new clients and selling treatment packages. (See "Practice Building with Postural Analysis" MT, January 2012.) While wall charts are great, mobile therapists use flip charts to educate patients on a number of topics from muscles and bones to myofascial trigger points and the referred pain they produce. (See "Tools to Succeed for Massage Therapists" MT, May 2009.)
Before you begin treatment, review intake forms, listen to your patients subjective complaints, make notes and address their concerns. Check with the patient throughout the treatment session that your pressure is comfortable. (Photo 2) Another component to creating a stress free ambiance is sound or the lack there of. Listening to music wearing headphones while receiving chair massage in a busy location can have a major impact on the patient's experience. Be conscious of the words you speak and the tone in your voice, as they can also affect the patient's experience.
Just like the aroma of freshly baked bread is a powerful trigger causing many to eat, aromatherapy can be used during treatment to stimulate the mind and body to relax. (Photo 4) Essential oils can be used in numerous ways for aromatherapy in oils, lotions, creams, baths, inhalers and vapor diffusers. A moist warm towel is another way of delivering aromatherapy to the face, hands, feet and other parts of the body. Selling aromatherapy products to your patients can be another way of earning additional income.
The skin is rich in sensory receptors that transmit the sensations not only of touch, but also pressure and pain. The last time you touched a hot pot or stubbed your toe, you felt your sense of pain. The goal of treatment is reduce pain, not create it. Continually confirm with the patient during treatment that their positioning and your pressure is comfortable. Only after reviewing the patient's subjective complaints and performing the appropriate objective findings will you be able to determine the most effective treatment techniques to use during the session. Pillows and bolstering systems allow for a wide range of positioning options. Some electric tabletops go a step further when it comes to making patients comfortable with sections that adjust to various angles.
The temperature of multiple items must be monitored and adjusted to ensure patient comfort. The checklist should include the temperature of the: reception and treatment rooms, treatment table, lotions and oils (Photo 4). Remember the temperature of your cold hands can be a very chilling and unpleasant experience for a patient attempting to relax. Many pillows and gel packs are designed for use at various temperatures. Some can be placed in either the freezer and or microwave. These items can also be sold to your patients or included in a package of treatments.
The Bottom Line
Engaging the senses of your patients is a great way to standout from your competition to build your practice. Keep in mind, that how the patient "feels" about their treatment can trigger them to upgrade to a series of treatments, purchase products, refer others, and in some cases the amount of your tip. Make them "feel like a million bucks" and they will share their wealth with you.
Click here for more information about David Kent, LMT, NCTMB.
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