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The Spirit of the Point
After receiving a large amount of positive feedback on my San Zhen Protocols series, I have decided to focus this article on some relevant clinical aspects of acupuncture therapy prior to moving on to San Zhen Protocols III.
Decompression-Traction: A Core Treatment Method in Chiropractic's Future
We're all competing for new patients. We're competing for new patients with physical therapists, massage therapists, medical specialists and hospital fitness centers. We're even competing with side-effect-ridden medications that quit working every four hours.
Take Care of Your Skin: Tips to Pass on to Your Patients
Many of our patients are not aware that the largest organ in the human body is actually the skin. Accounting for 16 percent of total body weight and covering up to 22 square feet of surface area, the skin is more than just a "covering," as originally thought.
A Glimpse Into China's Top Brain Hospital
The sounds of the city pass through the open window are overwhelming the microphone - car horns, construction machinery - and then there's the family at the adjacent bed talking loudly on cell phones, yet you can still hear the faint beep of our patients monitoring equipment.
Watch Out for Red Herrings
In clinical practice, when one condition mimics another, it makes it difficult to obtain an accurate and timely diagnosis.
History of Animal Acupuncture: Part II
In Part I of this article, I had gone back to 1969 and tried to describe the atmosphere and events of that year that engulfed many of the younger generation, some who were all the core members of the National Acupuncture Association.
News in Brief
Oregon Gov. John Kitzhaber (a medical doctor, no less) proclaimed October 2014 "Oregon Chiropractic Health and Wellness Month" in an official proclamation signed Aug. 25, 2014.
The Science Behind Happiness
Are you happy right now? Whether yes or no, there are a myriad of reasons why you feel that way. A whole academic discipline has developed to find out what causes or obstructs happiness, and how to amplify it.
A Healthy Dose of Failure is Vital to Your Success
As an acupuncturist I tend to see people after they have already suffered for years and "tried everything." They are so desperate for some relief that they want to know everything about how to get better, right now.
MPA Media Wins Seven Publishing Awards
MPA Media, publisher of Acupuncture Today, among other titles, has been recognized for editorial and design excellence with an unprecendented seven publishing awards by the ASBPE, the nation's largest organization for business-to-business publications.
From the Other Side of the Table
People come to us to gain freedom from pain, to feel better, to live better. As D.D. Palmer stated, "We Chiropractors work with the subtle substance of the soul." Therein also lies the rub.
Your Patients' Best Health Resource
There is nothing as powerful as information. The right information has won wars, saved lives and changed hearts; lack of information has led to hesitation, poor decisions and unintended consequences.
Building the DC-MD Bridge
From MDs practicing integrative holistic medicine to the family internist, many DCs are enjoying unprecedented attention from their allopathic colleagues.
How to Find Your Ideal Patient – and Help Your Ideal Patient Find You
Just imagine: You're at the front desk looking at the scheduler and a smile creeps across your face. Row after row, name after name, hour after hour; you're blessed with an entire day of ideal patients. Every day should be like this, you whisper. Exactly!
The Life & Legacy of James Sigafoose, DC (1933-2014)
Surrounded by his family and closest friends, Dr. James M. Sigafoose passed away quietly on Thursday, July 3, 2014. With his wife of 60 years, Patsy, along with his children, Tina, Daun, Kieth, Selina and Carey – all chiropractors – at his side.
Thoughts to Live By
When speaking to your patients about their health make sure to ponder the following points and have them assess if they are making themselves even more sick by the thoughts they have about life. Are these some of the traits and thoughts that your patients might have?
Ringing in a Fiscal New Year With a Recommitment to Cost-Effectiveness
Back when the Foundation for Chiropractic Education and Research was in its heyday, I used to send out New Year's greetings and virtual noisemakers to some close friends on July 1 – the beginning of our new fiscal year – wishing for prosperity in the year ahead.
Healing Community Trauma in Israel and Palestine
It's the beginning of August and Israel and Hamas have just agreed to a 72-hour ceasefire after a month of brutal fighting. In the last four weeks, 1,830 Palestinians and 67 Israelis have been killed.
The Truth About Herbs
I appreciate the effort and research put into the article written in the June issue of Acupuncture Today regarding pesticides and Chinese herbs.
When Big Pharma Meets Chinese Medicine
Earlier this year, Bayer made a media splash with their decision to buy the Dihon Pharmaceutical Group Co., a Chinese TCM manufacturer.
Get Ready For AOM Day
This year, AOM Day 2014 falls on Friday, (October 24th). This is a great opportunity to make your AOM Day celebration or event even bigger by extending it throughout the weekend!
Don't Forget About the Performers
Donald Petersen Jr.'s recent article, "Your Chance to Go Back to High School" [May 1, 2014 DC], focused on the injuries incurred by high-school athletes and the subsequent opportunities for the chiropractic profession.
September, 2012, Vol. 12, Issue 09
Cyrano, MT's and Losing the Fear of Rejection
By Cary Bayer
Recently, I caught David DiChiera's "Cyrano," a 2007 operatic version of my very favorite play from 1897, Cyrano de Bergerac, written by Edmond Rostand. If you're unfamiliar with this tragedy, set in Paris in 1640, it centers around the eponymous Cyrano, who's as much of a hero with the sword as he is a coward with expressing love.He's great at swordplay and wordplay, but pathetic at romance and love because he's insecure about his grotesque nose, virtually the size of his sword.
This play can be instructive for you if you're a licensed massage therapist. (It's too bad a DVD version of the film with the incomparable Jose Ferrer isn't screened over popcorn in massage training schools.) With his sword, Cyrano can slay a hundred men on a battlefield in France. With your hands, you can slay a hundred knots of tension on the battlefield of clients' bodies. But with his mouth, he freezes up in the presence of his beloved Roxanne. And you do this in your own way, too.
After teaching my "Build a $100,000 a Year Massage Business in Just 1 Hour a Day," course and privately coaching more than 125 LMTs, it's become painfully obvious to me that far too many of you freeze up in the presence of opportunities to promote your work. You become as tongue-tied in the face of a prospective new client as the usually poetic Cyrano does in the face of his true love. Rather than risk rejection, Cyrano doesn't attempt wooing Roxanne. Rather than risk rejection, far too many LMTs don't attempt wooing new clients. Oh sure, you'll hand out your business card. But do you ever risk the rejection of asking a prospective client for his? No. Why not? He may lose yours, and then you can kiss goodbye the possibility of him gaining relief on your table.
I've seen far too many therapists fail to book a massage at a party when a stranger says they could really use one. The fear that they might reject the offer to book stops the LMT in their tracks. Instead of asking the prospective client if they would like to schedule a session, the therapist takes another floret of broccoli and dips it into the guacamole. The person is hungry for relief from pain in their neck but, fearful that they might say no, the therapist is hungry for crudités.
The would-be client is denied healing relief, like Roxanne was denied Cyrano's healing love. The therapist is denied income that might result from this party guest becoming a new client. That could have been some $3,500 per year had they become a weekly client. The LMT is kept financially poor, much like Cyrano who wouldn't market his plays — partly because he couldn't abide the mediocre tastes of the publishing establishment of his day, and largely because he couldn't endure any rejection of his work.
Rather than risk rejection, many therapists fail to ask the simple question, "Would you like to schedule a session?" I know of LMTs who are afraid to book their clients' next sessions for fear that they'll say something like, "Let me call you when I'm ready." I know of far too many massage therapists who fail to ask existing clients if they'd like to purchase a package of treatments, even though they could save money. The fear of rejection again raising its ugly...nose.
The reason for these fears is a gross misunderstanding of the process of sales. If you ask a prospect if they would like to come in for a treatment, and they say, "No," they hasn't rejected you. They have simply taken a pass on having relief from pain today. The key words there are "you" and "today." They rejected your offer — to relieve them of their pain — today. They may not reject that offer tomorrow, if the pain increases. Making the distinction that their rejection is of an offer, and not of you, keeps you emotionally protected. This protection encourages you to take more risks and ask more people if they'd like to have sessions. That's because you have nothing to lose.
In the play, Cyrano sadly dies never having told his Roxanne that he loves her, even though it was his soul that she loved. Cyrano had extemporaneously written exquisitely beautiful poetry for a handsome young soldier whose face Roxanne had fallen in love with. The man was all looks and no books; he looked gorgeous, but spoke poorly. Cyrano, knowing that his beautiful beloved would never fall for someone as ugly as himself, wrote the poems to win the heart of his beloved for the young man. The hero was so terrified at the thought of competing against this handsome stud that he didn't even attempt it. Years later, when Roxanne finally discovered that the poetry that eventually won her heart was Cyrano's and not the pretty boy's, she confessed her love for him as he lay dying. Stubborn, proud and fearful to the very end, however, he refused to admit his love. His insecurities were deeper than some of the knots in the necks that you're asked to untwist.
Cyrano was a tragic hero of fiction. But it's no fiction that massage therapists are missing out on opportunities for new clients and new massage packages. Don't let yourself be a tragic statistic of the massage business. Don't take your talented hands away from your massage table and put them on a computer keyboard in some nameless office so that you have a secure way to pay your bills. Roxanne always loved Cyrano, but he was too scared to find that out. People love what you do with your hands; don't be too scared to ask them if they'd like a session.
Click here for more information about Cary Bayer.
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