resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
Preserving the Natural Resources and Culture of Chinese Herbal Medicine
As the world experiences unprecedented population growth and ever-increasing ecological pressures, the topic of preserving Chinese medicine's natural resources has attracted steadily increasing attention from practitioners.
Ask and You May Receive
A friend of my mother has had a problem with her ears for almost 20 years. Whenever the wind blows, it sends shooting pain through her jaw. She has seen any number of medical specialists over that time, but with no relief.
Look, Listen and Learn to Code
Study of the Current Procedural Terminology (CPT) Evaluation and Management (E&M) coding system can leave a doctor of chiropractic a bit confused. The description of the five new-patient and five established-patient examination codes takes up several pages in most coding books. The degree of detail and charts used to describe the codes can be overwhelming.
We Get Letters & E-Mail
Let's Restore Integrity to Health Care – Starting With Us; MDs Offer More – So Can We.
An Alternate Method For Choosing The Right Formula For Your Patients
A constant question for us in the clinic is when to make adjustments and when to stay the course. A patient comes in and says, "Things are the same as last week."
New Knee, New Pain (Part 2)
The patient presented to the chiropractic clinic with symptoms of genu varum and pain on the medial aspect of the tibiofemoral joint.
The Deficiency Myth
If you went to the same kind of medical school I did and took the same kind of licensing exam I took, you were trained to seek out and expect to find primary deficiencies here in the U.S.
Peer Points: Spreading The Word
Pedram Shojai describes his venture into Traditional Chinese Medicine as a journey led by various "mystical experiences." Shojai decided to change the course of his career when he looked deeper into the basics of TCM.
Gaining an Independent Occupational Code with the U.S. Bureau of Labor Statistics
One of the most important national activities currently taking place in relation to the development of the field of AOM profession is the Department of Labor's Bureau of Labor Statistics' (BLS) revision of the 2010 Standard Occupational Classification (SOC) system.
The Many Faces of Cervical Compression
When evaluating the neck, there are any number of orthopedic tests to be considered.
Embracing the Light
Four years, ago I was diagnosed with a labral tear in my hip that was excruciating and "required surgery" according to an orthopedic surgeon. I tried everything and although the symptoms had mostly abated, I had to give up Yoga practice and everything that could exacerbate the tear.
Climbing the Ladder of Opportunity (Part 1)
President Obama spoke of building "ladders of opportunity" in his State of the Union and Inauguration addresses.
An Introduction to Evidence-Based Clinical Practice - Again
One of your patients is in for treatment and catches you off guard by asking you a question about a news article she recently read. It seems that a new intervention for back pain was found to reduce the rate of serious side effects by 50 percent.
Common Disorders of the Temporomandibular Joint
The evaluation and management of craniofacial pain is a complex endeavor, which often encompasses the presence of temporomandibular joint disorders.
Why Stretching Doesn't Work
Like most chiropractors, a good part of my day is spent working with sedentary office workers who spend eight to 12 hours a day glued to a desk chair in front of a computer.
Increased Breast Cancer Risk: Another Implication of High Cholesterol
In addition to being a known risk factor for heart and cardiovascular disease, recent studies have highlighted the link between high cholesterol and increased risk of breast cancer. Breast cancer is the second most common malignancy in women after skin cancer.
Qigong to Empower Our Youth
Qigong is an ancient form of exercise and meditation used to promote longevity and health. This practice has traditionally been used by adults to balance the body through mindfulness, focused breathing and gentle movements.
Gallop Confidently Into The New Year
Happy New Year! As you may know, this is the year of the Wooden Horse. I received a wonderful gift for Christmas. It is a beautiful glass sculpture of a horse, by Luili Gong Fong, a Chinese artist.
Acupuncture Ambassadors: A Chat with Leader Anthony M. Giovanniello, MSAc,LAc
When you first meet Anthony Giovanniello, you realize he's a humble practitioner, yet is bursting with a type of dedication that you can't help but be overwhelmingly inspired by.
The Importance of Staying Focused
Our world is so full of over stimulation and constant information. We live in a fast paced, ever-changing society. If you seek you will receive.
Using Facial and Scalp Acupuncture To Treat Neuromuscular Facial Conditions
As a practitioner and instructor of facial rejuvenation acupuncture I have gotten many calls over the past 10 years from individuals seeking help for various conditions affecting the facial muscles, nerves, and overall function of the face.
The Urinary Bladder Official
The Bladder Official is known as the Official Who Controls the Storage of Water. In Western medical terms, this organ collects the urine excreted by the kidneys.
News in Brief
Parker Announces Executive Director of Parker Professional; Athletic TIPS Program Getting Financial Support; ANJC Award Recipients Named.
Putting Public Health Into Action: Thinking Globally, Acting Locally
The Chiropractic Health Care section of the American Public Health Association (APHA) met at the 141st APHA Annual Meeting and Exposition in Boston late last year, and it was another triumph for chiropractic and its public health advocates.
April, 2013, Vol. 13, Issue 04
Six Steps to Help You Establish a Six Figure Practice
By Sharon Desjarlais, CC and Michele McGrew
Does the idea of making $100,000 a year or better feel like a pipe dream? Or does the thought of it leave you feeling exhausted? Then you're probably making the mistake of thinking your individual healing sessions should be your highest-priced offer.Even if you charge a healthy fee, tying yourself to individual sessions limits your income to the number of clients you can see in any given week. When your client load is low, your income suffers. And when it's high, you're making more money, but you're also working too hard. And you're not modeling the kind of self-care you want your clients to commit to.
So, how do you grow a healthy six-figure practice? By changing your business model. Instead of offering individual sessions, offer high-end private programs that attract clients who are willing to make a generous investment in their health. After teaching practitioners how to design and sell private programs for years, we promise you this: right now you have clients who would gladly step into a high-end program ... if only you offered one.
A high-end program is designed around four specific features:
Ready to design your first high-end program? Follow these six simple steps and you'll be well on your way.
Step 1: Your Signature System
The key to crafting your first high-end program is to start with the topic we shared in our last Massage Today column called, "How to Clear the Path to a Wealth of Loyal Clients" A comprehensive high-end program is designed to walk a client through each step of your system to achieve the outcome they want.
Step 2: The Program Structure
Once you've got your signature system, how long do you think it would take to walk a client through every step? Answer that question and you'll know how long your high-end program should last. Of course, radiant health is a lifelong process. But that doesn't mean your high-end program has to last a lifetime. Most practitioners get excellent results delivering their programs over a period of six months. Some programs are longer and others are shorter, but six months is a great place to start.
Once you have your program time frame, you're ready to create your monthly structure. Here's one format that works very well for many practitioners.
Start with a 1-day private retreat that covers the first couple steps in your program and includes one or two hands-on sessions. This kind of immersion experience gives your clients the big breakthrough they'll build on through the rest of the program. And it jump starts their transformation, giving them the speed they're looking for. Follow up the retreat with a telephone check-in and healing session within two weeks.
Months 2 through 6
Do a hands-on or distance healing session two times each month. Conduct a simple telephone check-in once a month between healing sessions. Give your clients exercises, tips and assignments between sessions to continue their progress through each step of your signature system. Add in priority e-mail access to you with a reasonable 48-hour turnaround during weekdays.
Final Healing Session
Celebrate with a half-day wrap-up retreat. This gives your clients room to reflect on all their improvements. And fully embody their accomplishments.
Step 3: Your Core Components
Once you've got your signature system and basic program structure laid out, the next step is to choose your core program components. What services do you already offer that you'd incorporate into the program? And what other tools and modalities would you love to bring in to facilitate each step of your system? A private program gives you plenty of time to blend in even self-healing techniques that complement your bodywork. Consider adding components like guided meditations, creative journaling and nutritional tips.
As you see in the program format above, you always want to give your clients exercises, tips and assignments between sessions to maintain their healing momentum and prevent backsliding. But whatever you do, don't call it homework. Work sounds like pain and no one wants more of that. Clients who don't feel well also don't want to be overwhelmed with information. They want a connection. They want to feel witnessed. And they want a transformation. So resist the urge to throw every one of your therapeutic tools into your program. Instead, carve a few of them away and offer them as bonuses.
Step 4: Attractive Bonuses
One of the most delicious aspects of a high-end program is having the opportunity to give your clients a rich and indulgent experience that makes them feel as treasured as they are. That's where the benefit of extra bonuses comes in. It's like adding a great big gift on top of all your other core components. To make this easy, include some of the self-healing tools you carved away from your core components. Especially tools that don't take any more of your time or energy, like home-study systems, home-healing products, even products that other healers offer. As long as they complement your system, your program and your clients, it's a win-win.
Step 5: A Compelling Title
The title of your program is often the first detail people see when they're deciding whether to sign up. And like anywhere else in life, first impressions count. That's why you want to give your program a name that makes an instant connection. What's the biggest outcome or result clients want from your therapy? Name your program after that and you'll have a magnetic title.
Step 6: A Healthy Price Point
Here's where you might be inclined to backslide and devalue the rich program you've created. We understand; you're probably stepping into a level of investment you've never offered before. So before you decide on a final price, take some time to track the ripple effects of your therapy in your client's life.
When your favorite client is feeling fit and fabulous, how does that impact her job performance and income? When she's feeling well-rested and patient, how is she responding to her kids, her friends or her spouse? When she's finally feeling free of the pain and stress that have been her constant companion for too many years, what is she able to see in her future that wasn't even possible before? That's where you'll find the value of your program. And only then will you be able to price it for what it's truly worth.
For a typical 6-month program, our clients find $4,000 to $6,000 a great place to start. That means, instead of having to work with 17 to 25 clients a week, you only need 17 to 25 clients a year to break the six-figure barrier. And when you have that kind of breathing room, you're being as generous to yourself as you are to your clients. And you're offering a healing gift that takes your clients – and your practice – to the next level.
Click here for more information about Sharon Desjarlais, CC.
Click here for more information about Michele McGrew.
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