resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
5 Simple Steps to Create an Effective Marketing Calendar
In the educational experience of most healthcare practitioners, business and marketing are overlooked topics.
Medicine is Clumsy, Don't You Be
All medical systems have clumsiness in them. If the technique isn't, the practitioner is. Everyone in every form of medicine is striving to improve. That is why we call it practice.
Leg-Length Inequality and Pelvic Fixation: A New Approach to the Negative Derifield (Part 2)
As we noted in our previous article, with a positive Derifield (+D), the doctor observes the reactive (shorter) leg in the prone position that becomes longer or "crosses over" in the flexed position.
The Acupuncturist's Problem
I want share with you some observations and insights into what seems to be the most common problem my colleagues in the acupuncture profession struggles with. If you also struggle with this problem, I hope you get a valuable "aha" moment from reading this.
ACA or ICA: Which Best Represents You?
Last June, I was honored to represent Texas ICA members as their representative assemblyman at the ICA Annual Meeting in Kansas City.
First Do No Harm?
There's no questioning the frightening nature of breast cancer, which strikes one in eight women in the U.S. – eclipsed only by skin cancer in terms of prevalence.
5 Tips for Using Pinterest to Market Your Practice
Pinterest is a very popular, but often under-utilized, social media platform where people can bookmark, or "pin," fun and interesting things from all across the internet.
The Challenges of Integrating Eastern and Western Medicine
My Masters thesis was titled, "The Challenges of Integrating Eastern and Western Medicine," which highlighted several reasons why it is hard for these two worlds to mix.
We Get Letters & Email
A House Divided? (May 1 issue) provoked significant response from readers. Here are several of the surprisingly similar comments we received.
Giving Vets the Care They Deserve
The Department of Veterans Affairs (VA) administers the largest integrated health care system in the United States.
A Poor Choice for Pain Relief
Acetaminophen is the most popular pain reliever in the U.S., accounting for an estimated 27 billion annual doses as of 2009. With 100,000-plus hospital visits a year by users, it's also the most likely to be taken inappropriately.
Green Tea Improves Cognitive Function in Elderly Subjects
Publishing their results in the journal Nutrients in May 2014, researchers showed that drinking the equivalent of 2-4 cups of brewed green tea (or bottled tea) daily improved cognitive function or reduced the progression of cognitive dysfunction in elderly subjects.
Reducing the Autogenic Inhibition Reflex: Making Weak Muscles Strong
The autogenic inhibition (AI) reflex is a sudden relaxation of a muscle in response to excess tension.
Our Biggest Challenges to Compete in Wellness Care
In the first article in this four-article series [May 1 DC], I made the case that chiropractors should either embrace offering lifestyle wellness in their practices or face the possibility of losing their place in the wellness care marketplace.
Marijuana, Apathy and Chinese Medicine, Part 1
This article was written in response to the unheeded acceptance of marijuana as a harmless substance that potentially does good when used for the medical relief of pain.
The Tide is Rising in the Acupuncture Profession
Former President Ronald Regan said, "When the tide rises all boats float." The tide is rising for the acupuncture profession. Many forces outside the profession are helping the tides to rise.
Animal Acupuncture: A Case Study in the Treatment of Traumatic Injury in the Equine
The rise of animal acupuncture in the U.S. began in the early 1970's as a result of the work by members of the National Acupuncture Association in Westwood, Calif.
PCOM Granted Regional Accreditation
Pacific College of Oriental Medicine (PCOM) recently announce it has received regional accreditation from the Western Association of Schools and Colleges (WASC). This achievement reflects five years of hard work on the part of faculty, staff, and students.
How Much Do You Know About the Benefits of Birds Nest?
Edible bird's nest is the nest made by the Swiftlet bird of Southeast Asia that is usually prepared as a soup and prized in Chinese culture as a healthful delicacy.
Professional Credentialing and Board Certification: An Ethical Faux Pas
Because of the Affordable Care Act, health care systems are coordinating care through accountable care organizations (ACOs) in order to reduce the cost of care and improve quality of care.
Spieth Thanks His Chiropractor After Historic Masters Win
Jordan Spieth didn't just capture the hearts of golf enthusiasts worldwide with his record-setting, wire-to-wire victory at the 79th Masters Tournament.
Integrating Art with Clinical Practice for Patients with PTSD: The Artemis Project
Are you restricted by those one-on-one clinic dynamics? Why not join colleagues and clients in experimental group settings? Three of us volunteered to do just that in Austin on behalf of women veteranss from all branches of the service.
June, 2012, Vol. 12, Issue 06
When a Question is Not a Question
By Ben Benjamin, PhD
If you have a good working relationship with your clients, odds are, it's because you can speak openly to one another. Besides your hands, clear communication is the most effective tool you have to help your clients.By learning some simple steps, you can elicit ways to help them far beyond reducing their muscle tension, anxiety or pain. As in any conversation, the questions you ask are critical to obtaining the information you need to create an honest and effective relationship.
In my new book, "Conversation Transformation: Recognize and Overcome The 6 Most Destructive Communication Patterns," I discuss the four categories of questions that people ask. Two are useful when employed in your practice, and two are not, because they don't provide any useful information. This second type of question only serves your purposes, usually unconsciously, not that of your client. The two types of inquiries that will lead to frustration are leading questions and righteous questions.
You may ask more of these in your daily routine than you realize. These are opinions in question form, implicitly seeking agreement rather than new information, or no information at all. "Doesn't that stretch feel great? All my clients love it." Or, "Don't you think it would be better if you were not sitting at your computer all day? That's the problem most people have." With a leading question, you're conveying to your client that you want agreement with your assessment, rather than learning more about his or her individual needs.
These are attacks in the form of questions, expressing blame or indignation. Although you're not likely to ask a blatant form of a righteous question, like, "What were you thinking?" A more subtle version might be asked without your realizing the impact like, "Don't you realize what all that stress is doing to your body?" Your clients are looking to you for help in dealing with stress or a chronic problem. A righteous question chastises them for their lifestyle or blames them for what they probably realize are stress-inducing practices. These types of questions are likely to make your clients feel worse about themselves when they're coming to you for help and relief. The attacking nature of these questions is usually in the voice tone.
The two types of questions you DO want to ask, because they will elicit the kind of information that might help you to get to know your client better are broad questions and narrow questions. This may sound counter-intuitive, but both of these types of inquiries invite thoughts, proposals, conclusions and opinions that you may not have considered. First, is the open-ended question.
This is the largest possible funnel for information. You define the topic of conversation, but you don't put any limits on what the client might say about the topic. If you ask, "Before we begin the session, tell me how you are feeling?" You may get more insight than you expect. You might also be able to determine what's stressing them that could lead to fear, anxiety or prevent their body from healing an injury. You can narrow a broad question without getting too specific and your client will be able to give you a more specific answer in reply. For instance, you could ask, "Tell me how your new exercise program is going? Or,"How are you feeling about our work together?"
This is a much smaller way to funnel information. The answers are now strictly limited to "yes" or "no," or an isolated piece of data. You are asking for specific information like, "On a scale of 1 to 10 how much pain are you in now as opposed to two weeks ago?" If you turn a narrow question into a leading question, where you "lead" the client to a specific answer, the funnel gets even smaller. "Isn't that injured knee much better?" is a narrow and leading question that leaves only one acceptable answer, agreeing with you. While it's okay to get specific about determining your client's real needs, using broad questions will often help your client open up to you and feel comfortable being honest and forthright. Like most successful relationships, there has to be give and take, and your client needs to feel safe and free from judgment.
Remember, with most leading questions, and all righteous questions, the funnel for information is fairly blocked. Keeping your communication pathways open will serve you well. Open lines of communication are critical to creating a good client-therapist rapport, but they're just as important in all of your relationships.
Click here for more information about Ben Benjamin, PhD.
Join the conversation
Comments are encouraged, but you must follow our User Agreementcomments powered by Disqus
Keep it civil and stay on topic. No profanity, vulgar, racist or hateful comments or personal attacks. Anyone who chooses to exercise poor judgement will be blocked. By posting your comment, you agree to allow MPA Media the right to republish your name and comment in additional MPA Media publications without any notification or payment.