resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
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.
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.
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.
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!
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.
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.
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.
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.
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.
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.
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.
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.
Knee Pain From the Kinetic Chain
As practitioners of manual medicine, chiropractors often treat patients suffering from knee pain.
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.
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."
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.
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.
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.
A History Worth Telling
The popularity and the use of acupuncture for the treatment of animals in the United States is at its peak.
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.
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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