resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
Introduce Your Patients to Collagen Induction Therapy
Cutaneous (skin) aging generally occurs from either intrinsic or extrinsic processes. Intrinsic aging results from natural skin tissue damage and degeneration.
The Power of Mu Xiang to Treat Irritable Bowel Disease
Bloating and gas pain is something that everyone has had to deal with at one point or another; however, that's usually reserved for holiday dinners and other large gatherings.
Capturing the Essence of Tai Chi
Over the last 12 years, I have been working on one of the few documentaries about Tai Chi. It's called The Professor: Tai Chi's Journey West and it's about Cheng Man-Ching who moved to New York in the 1960s.
Five Element Acupuncture Can Enhance Your Practice
For eight years I have been teaching and supervising TCM students at an acupuncture college in Colorado, in Five Element acupuncture.
Giving Chiropractic Some Much-Needed PR
Public relations has not always been the chiropractic profession's strong suit, a shortcoming that has subjected the profession to countless attacks on its legitimacy and seemingly perpetual confusion among the public and the health care world as to the skills and services doctors of chiropractic provide.
News in Brief
Foundation for Chiropractic Progress Enrolls Second Group Member; Focus on Chiropractic Education at WFC-ACC Conference in Miami; Are You Ready for Another "Have-a-Heart" Campaign?
Drug War Rages in Wisconsin
Based on its actions over the past 15 years (review the sidebar in the app version of this article), controversy and the Wisconsin Chiropractic Association seem to go hand in hand.
The Bottom Line ... From a Surgeon Who Knows
Regardless of individual relationships between providers, there continues to be a type of Hatfield-McCoy feud between the philosophies of medicine and chiropractic, particularly when it comes to musculoskeletal ailments.
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!
"Turn, Turn, Turn"
Many people are credited with saying, "If you remember the '60s, you really weren't there." Given the fact I didn't become a teenager until 1970, I actually do remember the '60s (or at least part of it). And as a child of the '60s, I was, of course, influenced by the music.
Acupuncture Detox as Part of Drug Rehabilitation
In the U.S., more than 2,000 alcohol and drug rehabilitation programs have added ear acupuncture to their practice. The development of the protocol was determined by Lincoln Hospital as it delivered 100 acupuncture treatments daily.
Alcohol Consumption Strongly Linked to Risk of Colorectal Cancer
Alcohol intake is one of the primary risk factors for many human cancers, and is strongly associated with cancers of the oral cavity, pharynx, larynx, esophagus, liver, breast, and notably, the colon and rectum.
Treating Menopausal Women in Your Practice
I love what I do for a living. It's a great way to trade health for bread. And no topic of health, with the right bedside manner, is taboo.
Following the Thinking of the Classics
I have heard about the "best time of day" to carry out certain examinations or therapies. For example, I remember making a note years ago that early morning is the best time to take someone's pulses.
Implications of Section 2706: The Non-Discrimination Provision Survey
In late April 2014, NCCAOM diplomates received an email survey with the subject line: "End discrimination against acupuncturists" polling CAM practitioners for a Request for Information from the Department of Health and Human Services, released in mid-March.
Chronic heightened emotional states create a perfect breeding ground for illness. Through my practice I noted the increasingly obvious relationship between one's mental focus on negative thinking, emotions, resistance to experiencing feelings and disease.
The McGill Approach to the Lower Back (Part 1)
Stuart McGill, PhD, brings a unique combination of tools to the table. He is a scientist who also functions as a clinician. He describes himself as a medical consultant who is referred challenging patients. He is both evidence based and practical.
The Acupuncture Now Foundation: What Our Profession Needs
Although acupuncture is growing in popularity it continues to be underutilized due to misunderstandings about its true potential. Only a fraction of those who could be helped by acupuncture know enough to seek it out.
Chinese Medicine: The Natural Way to Children's Wellness
As a child, I did not like going to the doctor. For the most part, when I had to go I wasn't feeling good to begin with, and I was heading into a sterile environment to be awkwardly probed by a man in a white coat for a very short, impersonal period of time.
Meat in the Middle
Have you ever wondered what's the truth about meat? Is it really as bad as many people think?
It Pays to be a Foodie
If there is an inner foodie in you, just waiting to burst out—this article is for you! Do you want to know how I know? I'm that girl. My middle name might as well be "Foodie." I love food! And if my patients are any indication, many of them do as well.
Micro-Needle Dermal Roller Use in the Treatment Room
Recently micro-needle dermal rollers have been getting a lot of media attention. As a practitioner who specializes in acupuncture facial rejuvenation, I know that skin needling with a dermal roller (also known as collagen induction therapy), promotes the natural reproduction of collagen and elastin, making the skin feel smoother and tighter.
Inspire Your Patients to Make Healthy Choices
Have you tried to get your patients to change their eating habits or their diet and couldn't get them to succeed? Were they confused and unsure of what the right thing was to eat? You are not alone!
Treating Chronic Depression with Acupressure
In Traditional Chinese Medicine there already exists a comprehensive theory linking the body and mind.
Correcting Dysfunctional Movement Patterns – Is Local Treatment Enough?
It is widely believed that mechanical, non-traumatic back pain is largely related to dysfunctional or compensatory movement patterns the body has adopted over time.
Peer Points: Promoting TCM Knowledge
When Elaine Wolf Komarow, LAc, received her first acupuncture treatment in 1989, she said it changed her life. "I felt more aware, calmer, and happier. I was so fascinated by the changes that I began to learn everything I could about the underlying philosophy of Chinese medicine," said Komarow.
March, 2013, Vol. 13, Issue 03
How to Clear the Path to a Wealth of Loyal Clients
By Sharon Desjarlais, CC and Michele McGrew
Do you know what the holistic practitioner's most valuable asset is? It's not your massage table. Or your treatment room. Or even the modalities you offer. It's the lifetime value of a faithful client who understands that whole-body health doesn't happen in one fell swoop. Instead it's a natural state that's revealed, layer by layer, over time.
That's the beauty of having a toolkit overflowing with services that address your clients' needs at every phase of their healing journey. Just ask MaryFrances Barbisan, a light-touch therapist in Calgary. She blends CranioSacral Therapy with massage, crystal therapy, wellness coaching, medical knowledge and intuitive insights to help busy professionals relieve the symptoms of stress. Then she tops it all off with a piece of "living vibrational jewelry" that complements her clients' fresh new state of well-being.
The problem comes in when you try to promote a laundry list of services like these. That's a sure-fire way of stopping new clients from walking in your door. Because you're putting them in the painful position of having to figure out which modalities they need and when they need them, which is overwhelming and confusing. And a confused mind always says, "No." Fortunately, there's an elegant solution. Bundle up all your services into one signature system that makes you the expert who gets to decide which modalities your clients need.
That's what MaryFrances did when she wrapped all her skills – even her jewelry – into her signature Radiance Rejuvenation system. Now her clients understand the outcome they can expect to get over time. And because the result is something they value, they're invested in reaching it.
Begin and End With Your Divine Right Client
What exactly is a signature system? It's simply the step-by-step journey you walk clients through that helps them get from the discomfort they're in when they first start working with you to the results they want at the end. The benefits of having a signature system are especially rich for you, because it gives you an easy way to talk about your work. When you say you've got a 5-step system for solving your client's most pressing health problem, they breathe a sigh of relief. Because you've got it all figured out for them.
That's why a strong signature system starts with knowing who your Divine Right Client is – that person who brings you more energy and more joy with every session. When you look back over your favorite clients, what similarities do you see in their characteristics, challenges and goals? Use those details to flesh out a Divine Right Client profile. But remember, before you guide your clients on any healing journey, you need to know where they want to go. Determine that by making a list of 30 results they get from working with you. Why 30? Because if you've been in practice for any length of time, listing 10 results should be easy. Stretching to 20 might be a challenge. But making the commitment to list 30 results forces you to become very specific.
It's easy to say that your clients leave your sessions with less pain and stress. But notice how the value of your therapy comes alive when you realize they're doing things like swinging a golf club, casting a fishing line, digging in the garden or pulling their grandchildren into their laps for the first time in years. To make this exercise even more potent, imagine that you're following your favorite client around for a day. What situations do you see them in that indicate they are enjoying the benefits of your work? Be sure to watch them from the moment they wake up. What are they doing in the morning to get ready for their day? How are they responding to their clients and colleagues once they get to work? How well are their creative juices flowing and how is that impacting their income? How are they handling their children, their partner or spouse around the dinner table at night? What future do they dream about now when they finally nod off to sleep?
Allow the Path to Reveal Itself
Once you have your 30 results, you're ready to give birth to your signature system. Here's the best part: right now, this moment, it's already alive inside of you. You just need an intuitive process that gently coaxes it to come out. We recommend our Signature System Pathway Process. It's based on the holistic concept that we each subconsciously store information in and around our body. When we set the intention and create the space for that information to reveal itself, the signature system comes bubbling up like magic.
To uncover your signature system, start by choosing a room indoors where you won't be disturbed. It should have plenty of space to walk in a straight line without having to dodge furniture or stacks of books. Even a long hallway works well. Now, with a pen and paper in hand, stand at one end of that space as if you're standing at the gateway to a path that leads across the room. As you look down along that path, allow your gaze to gently rest at the far end. And imagine that your Divine Right Client is standing there, in that space, enjoying the results of your work.
You may see them. You may hear them. You may feel them. Or you may simply intend to know that they are there. There's no wrong answer; it's only the connection with your satisfied client that counts. When you finally have a strong sense of your client, take a deep breath and then take one step forward. And when both of your feet land on the ground, ask yourself, "What's the first thing my client needs to do to get from where they are when they first start working with me to those results they are experiencing at the end?" Then pay attention to the ideas that pop up. Sometimes they come fast and clear. Other times they're wisps and impressions. Don't edit yourself or judge what comes up. Just write it all down.
Once you get a sense of completion, take another step forward and ask yourself, "Now what's the next step they need to take to get to those results at the end?" Allow that one to reveal itself, too, then continue along the path until you've reached the last healing step. When you're done? Celebrate! Join your imaginary client at the end of the path and soak up all their joy and gratitude. Congratulations, you've just uncovered the path to more clients like them.
Now Bring Your Logic Back In
Once you've got the first draft of your signature system, refine it by starting at the beginning and walking the whole path again. As you do, read each step out loud. Does each one feel solid and complete? Good, that's what you're looking for. Don't worry if the steps don't sound special. You're not writing for your website or brochure yet, just confirming that each step is correct.
Now you're ready invite your logical mind back in for some fun. Under each step, make three columns with these headings at the top:
Under Points to Make, jot down a few notes about why this step is important. Under Tools to Use, list the modalities and exercises you enjoy using most at this stage in the healing journey. And under Results They Take Away, write the results your clients get from this particular step. Each step represents a mini-outcome along the path. Then they all weave together to lead to the ultimate result your clients want at the end.
A Tantalizing Name
Once you've refined your signature system, you want to give it an attractive name that'll appeal to your Divine Right Client. The key? Don't name it for what it includes. Name it for the ultimate result your clients take away. In MaryFrances' case, her clients feel so rejuvenated after her sessions, they radiate. Which made Radiance Rejuvenation the perfect name for her signature system.
So, what's the biggest result your ideal clients crave? Name your system after that. Then use it to fill your practice with a wealth of new clients who return, again and again, for your healing gifts.
Click here for more information about Sharon Desjarlais, CC.
Click here for more information about Michele McGrew.
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