resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
The CDC came out with a report in March 2013 that suggests 1 in 50 children will be diagnosed somewhere on the autism spectrum – significantly higher than the 1 in 86 figure that came out in 2007. What does this mean moving forward, particularly for children?
Mind-Body in Motion
A central goal of low back pain treatment involves the correction of dysfunctional movement patterns believed to be responsible for spinal overload.
News in Brief
An Encouraging Sign at Palmer; NBCE Announces Retirement of Longtime Director of Testing.
Unlevel Pelvis in the High-School Athlete: Exploring Causes and Effects
The unlevel pelvis is all too common in the high-school athlete and if not detected, will likely cause a lifetime of musculoskeletal issues. Any provider who doesn't look for this common finding is missing critical information.
Are You Really a Healthy Eater?
I always giggle a little bit (to myself) when someone comes into my office and informs me that they are a healthy eater. What exactly does that mean? Does that mean they eat sugar in moderation? And what's that, exactly?
Acupuncture and Homeopathy: Bioenergetic Brothers
Acupuncture and homeopathy share an important healing principle: bioenergetics. "Bio" means "life," so bioenergetics is literally "life energy."
It might have been a miserable start to the day in the heart of downtown San Diego. A heavy rain had soaked the large homeless population congregating near the intersection of Third Avenue and Ash Street as they waited for a free breakfast to be served at the First Lutheran Church on the corner.
It's Time to Create a Strong Acupuncture Footprint
Footprints in the sand. Footprints in the snow. Where do these footprints go? Some are big, some are small, but footprints are made by all.
Help Your Parents Stay Engaged
As much as parents may wish it were so, children do not come with an instruction manual. There's no "how to" that can be followed and no two children are alike, so what works with one generally won't work with the next.
Neuroscience: Where Western Medicine and Chinese Medicine Can Come Together
The recent advances in neuroscience are truly incredible. With this expansion of scientific knowledge, I would like to see even more research into the neuroscientific basic of acupuncture and Chinese Medicine.
The Conscious Evolution of Healing, Part 2
The idea of transmission is very important in the Chinese medical classics. According to author Claude Larre, the ancient Chinese were highly interested in the connection between things. Nothing was looked at as an isolated entity.
Finding Balance in the Clinic
This past December, I celebrated 11 years in practice. I seriously don't know where the time went. I feel beyond blessed and grateful to be practicing our profound and beautiful medicine and to be helping guide my patients restore a state of optimal health.
Case Histories from Bali: Treating Balinese Chidren with TCB and Shonishin
When I moved to the island of Bali in 2005, I offered my services in Bumi Sehat, which means Healthy Mother Earth, a free birthing center for poor and disadvantaged local women located in Ubud.
Cell Health (Part 2)
Dr. Barsten, your book is about restoring "cell vitality." Can you briefly define the term? Cell vitality is more than the mere absence of symptoms or pathology, but optimum structural, physiological and energetic health.
The Top Seven Website Mistakes Clinics Make
The majority of acupuncture clinics finally have a website for their business. Having a website is crucial for being found online through Google, Facebook and review sites like Yelp.
Connecting the Dots
In 2002, I published a book on patient examination procedures that included information on the procedural coding of the recommended examinations. The book should have been published in 2000, but I had trouble finding a publisher. Why?
Reflections: The Art of Teaching Asian Medicine
Over the past three decades, my global workshops have been translated into German, Swiss German, French, Romansch, Spanish, Lithuanian and Xhosa. Time to offer you new teachers a few tips!
Let's Speak With One Voice in 2015
For the longest time, the chiropractic profession has attempted to achieve some form of unity. On a political level, this was characterized by an ultimately unsuccessful two-year merger effort between ACA and ICA leadership from 1986-1988.
Leaving Footprints on Capitol Hill: Tribute to Dr. Kenneth Luedtke (1930-2014)
It was with great sadness that I heard of the passing of Dr. Ken Luedtke.
Old TCM Sayings: Treat the Front to Treat the Back
Chinese medicine college was, and always will be, a memorable time. It was a time of massive personal and professional growth.
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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