resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
Illuminating the Hidden, Freeing the Source
Amongst the Primary Channels, from a classical point of view, the small intestine is perhaps the most important channel to understand. It is one of the least used acupuncture channels in modern acupuncture, yet it within it can be found a wealth of theories from the Ling Shu.
Analyzing Acupuncture Case Studies
Confirm the answer quickly by the elimination method. Take this case study as an example. After two treatments for back pain, a patient presents for a third session complaining of rapid breathing and wheezing that is made worse during cold weather.
International Congress on Integrative Medicine
"Bridging Research, Clinical Care, Education and Policy" was the theme for the International Congress on Integrative Medicine and Health 2016 (ICIMH).
Lessons from Functional Neurology
Chiropractic neurology, also known as clinical neuroscience or functional neurology, is moving the chiropractic profession forward by leaps and bounds.
Traditional Chinese Herbal Medicine in Taiwan Hospitals
This spring, a team of Western medical doctors and TCM practitioners from Cleveland Clinic traveled to Taiwan to visit Kaiser Pharmaceutical Co. (KP), and China Medical University (CMU), Taiwan's leading integrative medicine hospital.
Don't Ignore the Lower Half of the Pelvis (Part 1)
When your patient complains of lower back or pelvic pain, but your usual treatments are not getting the job done, what do you examine and treat? You may be missing important structures in the lower half of the pelvis.
MPA Media Wins More Publishing Awards
The American Society of Business Publication Editors (ASBPE) has honored Dynamic Chiropractic with a national award and two regional awards for editorial excellence, and sister publication DC Practice Insights with two regional awards for graphic design excellence.
A Study of Relationships
Sa-Ahm's five element acupuncture method is known to be one of the most effective acupuncture techniques in Korea because it gives an instant response at the time of treatment and has a high success rate in resolving chronic problems.
What are the Meridians?
The meridian and collateral system (jing luo, hereinafter referred to as "Meridians") is comprised of the main meridian channels (jing mai) and the collateral vessels (luo mai). Jing takes from meaning of the Chinese word pathway (also jing) and are the main branches of the system.
Let's Talk About Biceps Injuries at the Elbow
While most muscles cross over only one joint, the biceps crosses two joints: the elbow and the shoulder. Injuries to the lower biceps cause considerable elbow pain. Here's how to assess and treat an injury to this area conservatively.
Code Connection: Guidelines for the Use of Modifier -52
Modifier -52 identifies that a service or procedure has been partially reduced or eliminated at the physician's discretion. This is to indicate the basic service described by the procedure code has been performed, but not all aspects of the service have been performed.
The National Institutes of Health (NIH) lists more than 80 common autoimmune diseases including asthma, Crohn's disease, Guillain-Barré syndrome, multiple sclerosis, myasthenia gravis, psoriasis, rheumatoid arthritis, and lupus.
Work Stress and Musculoskeletal Health: Do Your Patients Get the Connection?
Most people underestimate the impact their job has on their health, especially if that job isn't particularly physically demanding. Big mistake.
What's New in the NCCIH Strategic Plan
The NIH National Center for Complementary and Integrative Health (NCCIH) released its draft strategic plan 2016-2021 for public comment in early spring of 2016.
Are Probiotics Doing More Harm Than Good?
Considerable controversy exists concerning the efficacy of probiotic supplements. Very few human studies show any real positive impact on the microbiome or health. The "promise" of probiotics is based on the few animal studies that suggest a positive effect.
Time to Fight for Your Medicare Right
I have heard a lot of noise and a lot of debate about what is going on with Medicare. As an ACA delegate, I often get asked: 'What is the ACA even doing?'
Know Your Research: Tips for Evaluating Literature Reviews
Clinical and experimental studies are not the only types of published research we might encounter as we look for evidence to inform our practices. One of the most useful types is the literature review, which summarizes a group of studies.
Less Time Than Required
Q: When is it appropriate to use a modifier -52? Can I use it for a timed service when I do less than the time required by the code?
Chiropractic in the Eyes of the Public: 2nd Gallup-Palmer Poll
The second Gallup / Palmer College poll has been completed, yielding significant additional data regarding Americans' experiences with and perceptions of chiropractic care.
The Professional and Practice Benefits of Political Activism
Welcome to election season, a vital part of our American culture. Every two years, without fail, we are bombarded with TV, print materials and phone messages seeking our vote.
Adventures with the Pericardium
My previous column on the San Jiao deserves equal time for SJ's loving partner, the pericardium. I nicknamed SJ the travel meridian – but pericardium can also play a crucial role in air travel.
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.
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.