resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
The Dietary Supplement Research Dilemma
I do not care what the truth is, one way or another; I just want to know it. And when it comes to dietary supplements, the truth can be hard to find for a number of reasons.
Will You Be an Amplifer or a Mute?
These times are changing, and changing quickly. There have been many challenges to this profession throughout the past few years. The challenge is to talk, then talk and talk some more about this medicine.
Pain Is Only a Piece of the Puzzle
More often than not, when a patient presents to the office, it is for a pain complaint: headache, neck pain, low back pain, sciatica, carpal tunnel, etc.
Keep Seniors Safe: Age-Proofing the Home
I want to give Dr. Claudia Anrig kudos for her Dec. 1, 2014 column, which highlighted safety issues youngsters might encounter in the home.
There Really is No Room for Sexism
Recently, Matteo* (a transgender male) approached me during a break in an advanced shiatsu class in Berlin where he was one of two men in a group of 20 women. "Pamela. Don't forget to remind the translator to include male endings."
Striking a Blow to the Medical Monopoly
The U.S. Supreme Court has issued a landmark ruling in North Carolina State Board of Dental Examiners v Federal Trade Commission.
Older Patients, Stroke Risk and Manipulation
The first population-based study in the United States to evaluate stroke risk following spinal manipulation – and the first involving older adults – suggests that "[c]hiropractic cervical spine manipulation is unlikely to cause stroke in patients aged 66 to 99 years with neck pain.
God and the Chiropractor
My wife went to church last Wednesday night and brought home a CD of the pastor's message. As she handed it to me, she said, "You should listen to this; you'll like it." Our family regularly goes to church and our faith plays a major role in our lives.
News in Brief
ACA Exec. Vice President Out, Acting EVP In; F4CP Executive Director Retires; New ED Named.
An Excerpt from TCM Case Studies: Pediatrics
This excerpt is reprinted with permission from Jamie Wu. TCM Case Studies: Pediatrics was released in 2014 by People's Medical Publishing House.
How We Can Help the Injured Brain
The majority of patients with mild traumatic brain injuries recover within seven to 10 days. If concussion signs and symptoms continue beyond seven days, the diagnosis changes from acute concussion to post-concussion syndrome.
Treating GERD and Incontinence: Focus on Trigger Points
Gastroesophageal reflux disease (GERD) is defined as the regurgitation of stomach acid in the esophagus. Previously, it was thought that GERD was caused by a hiatal hernia, but recent trials suggest the cause is an inability of the hiatal sphincter to contract normally.
What Do You Know About Physician Compare?
Physician Compare is a website that allows consumers to search for and obtain information about physicians and other health care professionals who provide Medicare services.
Joint Supplements for Athletes (Part 2)
A fairly recent discovery in nutrition supplemental medicine has proven to be a breakthrough in maintaining athletic joint health. Research suggests a combination of undenatured type-II collagen and tetrahydro-iso-alpha acids helps revitalize joint function and performance in athletes.
Recreational Cannabis Use and TCM
Many people are drawn to cannabis for its effects physically, mentally and emotionally. Medically, cannabis has some legitimate uses, however the scope of this article is limited to the recreational use of cannabis.
The Need for a New Medical Model: A Challenge for Biopsychosocial and Ecopsychologica Medicine
Chinese medicine speaks of alignment between humans, heaven and earth. It is a complex view with a focus upon relationship. These are comprehensive ideas with no specific terms in contemporary medical practice.
A Well-Kept Secret: 5 Element Acupuncture, Part II
Supervising acupuncture interns at a TCM college, it has always struck me how funny it is to hear the clinic manager tell the patients that the Five Element clinic specializes in treating emotions, as if patients with physical pain have no emotions!
Treating Beyond Pain
More often than not, when a patient presents to the office, it is for a pain complaint. Headache, neck pain, low back pain, sciatica, carpal tunnel... The pain is often the focus of the patient's mindset, and they don't often have any thought of what comes after the pain.
Synergy Doesn't Happen in Silos: Acupuncture in Hospitals and Other Healthcare Settings
As acupuncture and traditional East Asian medicine continue to intersect and integrate with biomedical approaches, the conversation about integration expands and becomes richer.
Viewpoints: Massage Reduces Nonspecific Shoulder Pain, Improves Function
While seemingly universal, pain and stiffness in the shoulders can be a significant cause of disability. Often a pain that does not go away on its own, shoulder complaints tend to linger, sometimes for 12 months or longer.
The Way We Are Designed: A Conversation with Gil Hedley, PhD
I was first introduced to the work of Gil Hedley by Tom DiFerdinando. He gifted me Gil's DVD series.
Managing Tibialis Posterior Tendon Injuries
The tibialis posterior is the deepest, strongest and most central muscle of the leg, with fibers originating from the tibia, fibula and interosseous membrane.
TCM Congress in Rothenburg is Largest in Western World
In the medieval town of Rothenburg, deep set within the Bavarian countryside in Southern Germany, the TCM Kongress Rothenburg each year draws around 1.200 participants from more than 40 different countries to attend the biggest TCM conference in the Western world.
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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