resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
Yo San University Helps Make LA Communities Healthier
An element of healthcare training often overlooked is the residual benefit to communities served by Acupuncture and Oriental Medicine (AOM) schools nationwide.
From Antiquity to Modernity: Huang Qin Tang at Yale Medical School, Part 1
Traditional Chinese medicine is a coherent medical system with several unique characteristics: it originated almost 3,000 years ago; in its area of origin, it has been practiced without interruption since its inception.
Asking the Insurance Rep the Right Questions
One of the first or last questions a potential patient often asks is: "Do you take insurance?" An ill-informed or optimistic, "yes" can result in delayed or non-payment. Instead, just say: "Let me check if you are eligible first."
Forgotten Options for Musculoskeletal Health
Challenges with musculoskeletal health are of tremendous concern for many people today.
East Meets West
Gung Hay Fat Choi. Welcome to the year of the Monkey. There will be fireworks for both January and February this year. What great celebrations.
The MRI: What to Do With the Results
As I wrote in my previous article on this topic, it is my goal for you, the doctor, to be an expert in interpreting MRI images yourself; and to be able to independently make decisions based upon a combination of clinical presentations and findings, followed by the MRI images.
Integrative Medicine Can Shape the Profession
As the AOM profession struggles to define the role of "integrative" medicine within their practices their schools and organizations, students, faculty, alumni and administrators at schools wrestle with discussions of how much, where, how, and what to "integrate."
Do Doctors Lie to Patients? (Do You Lie to Yours?)
In a previous column ["When Patients Lie (Bribe or Flatter)," Oct. 1, 2015], I discussed the issue of patients lying to doctors, and the many reasons why this can occur.
Lab Rats (Roaming the Streets)
The title of this article is an accurate description of American consumers (regardless of age) in the modern era.
Window of the Sky Points
The acupuncture points known as Window of the Sky are a modern creation. There is no reference in Chinese medical texts for an acupuncture point category called Window of the Sky.
Treating Pain: The Hypermobile Coccyx
When I write about the coccyx, I recognize that I am talking about a relatively small subset of patients. When I write for Dynamic Chiropractic, I am trying to reach 60,000 chiropractors.
Percussion Therapy: An Experiment
My study of qi began more than 20 years ago — long before my study of TCM, points or pathways. It all started with an awareness in my hands and physical manifestations in the way of blockages while working on clients.
The Roots of Insomnia
One of the most common clinical presentations is insomnia. Next to digestive disorders, sleep disorders are one of the most common complaints the clinician will encounter in daily practice.
RAND Study Recruiting DCs
Dr. Ian Coulter, RAND / Samueli chair for integrative medicine and senior health policy researcher for the RAND Corporation, has issued a call for participation, recruiting doctors of chiropractic for a practice-based research study that will examine "the impact of evidence, outcomes, costs and patient preferences on the choice of treatment for chronic low back pain and neck pain."
Taking Another Step Toward a Secure Future
In 2008, the Council on Chiropractic Guidelines and Practice Parameters (CCGPP) released a literature review on chiropractic care for low back disorders.
Billing and Coding for Moxibustion
Q: I am trying to locate a code for cupping and moxibustion, and have had various fellow acupuncturists indicate that they bill using the existing codes for heat, 97010 hot packs or 97026 infra-red for moxa and 97016 vasopneumatic device for cupping.
The Clinical Versatility of Milk Thistle (Part 2)
Evidence is growing that the silymarin complex of flavonolignans from milk thistle can impact serum ferritin and iron overload in various clinical circumstances.
Ethics: The Glue That Holds Us Together
Kudos to the National Certification Commission for Acupuncture and Oriental Medicine (NCCAOM) for creating a code of ethics for the nationwide profession and for deciding to make courses in ethics a requirement for certification renewal.
Interprofessionalism: What it Means and Why You Should Care
Interprofessionalism in education and in practice is a growing trend across health care in the United States. The idea that team-based care and collaborative practice can improve health care has been around more than 50 years.
Changing the Cultural View of Medicine
Many hospitals in the U.S. are incorporating integrative clinics that include Traditional Chinese Medicine. Cleveland Clinic has led the charge for adding a traditional Chinese herbal medicine clinic to their existing acupuncture program.
Is There a Neurological Basis and Correction for Macular Degeneration?
Macular degeneration, aka AMD (age-related macular degeneration), is a common eye disease and a leading cause of blindness in people age 50 years and older, according to the National Institutes of Health National Eye Institute.
Enhancing Performance in Cross-Fit Athletes
Cross-fitness centers are expanding in number and increasing in popularity. To remain relevant to this growing portion of society, practitioners need to learn about the exercises and injuries common to this group.
How to Humanize Your Content to Create Stronger Relationships
Content marketing is about building relationships, whether that is through updates on social media, offers on your website, blog posts, email campaigns, or even printed material. Now days a business needs to make a human connection.
Chiropractic Around the World: WFC Country Reports December 2015
The following country updates are reprinted with permission from the December 2015 World Federation of Chiropractic (WFC) Quarterly World Report. Information is excepted for space and edited to DC-specific style guidelines.
August, 2013, Vol. 13, Issue 08
The 7-Step Pricing Strategy for Holistic Programs
By Sharon Desjarlais, CC and Michele McGrew
In our last two columns, we walked you through the steps to create rich holistic programs and private retreats. Ready to take the leap? Fantastic! Now we can guess your next question ... "What in the world do I charge?!"
To set a fee for a single session, you probably checked out what other therapists were charging and then chose a similar rate. But when you offer high-end programs, you're no longer a follower. You're a leader. So those old price comparisons don't work. Instead, try our 7-step strategy for pricing your programs and retreats accurately and with ease.
Step #1: Discover Your Ripples of Impact
Ever wonder what your work is worth? Here's a hint: It doesn't matter which modalities you practice. Or how long it took you to master them. Or even how many certifications you have. The value isn't even what happens in session; it's what happens in your clients' lives as a result of your therapy.
To get a quick peek at your ripples of impact, imagine you're following your favorite client around for a day. Then ask yourself:
The more you trace the healing effects that are flowing through your client's life, the easier it is to uncover the true worth of your work. And to price your programs accordingly.
Step #2: Set a Powerful Positioning Price
Once you get a vivid picture of the impact your therapy has on your client's career, finances and relationships, it's time to set a "positioning price." That's the highest fee you could imagine charging for your particular program.
Notice we didn't say it's the highest fee you'd feel comfortable charging. Because this shouldn't feel comfortable yet. If it does, you're not stretching yourself enough. And you're not stretching your clients, either.
Money is a powerful tool for healing. Instead of holding your clients back so you can stay comfortable with your old fee structure, use your new fees to inspire clients to invest themselves more fully in their own healing process. Ultimately, this is about charging what your clients are worth. Here's an insider's tip: Full-day retreats can easily start at $1,000 to $2,000. And six-month healing programs often start at $4,000 to $6,000.
Step #3: Decide on a Fast-Action Savings
A fast-action savings is the reward you give clients when they make a quick, committed decision to work with you. The amount will vary depending on your positioning price. What won't vary is how long the fast-action savings is available: only 24 to 48 hours. Why so short? Because after 48 hours, old fears and habits kick in. So even if your client wants to invest in your program, their reptilian brain may cry "Run!"
But when you gift them with a juicy savings for taking fast action, you're also rewarding them for making a healthy change in their life. They will still have plenty of time to make a balanced decision. Yet not enough time to talk themselves out of investing in their health and well-being through your services.
Typically, in a program that's priced at about $1,000, a fast-action incentive should be at least $100. Any less and it doesn't feel rewarding enough to take immediate action. For a $4,000 program, a savings of $200 to $300 up to $1,000 could be right, depending on how motivated you are to enroll your first few clients.
And here's a bonus tip: Whatever you do, never call your fast-action savings a "discount." When you discount your services, you also discount yourself in the eyes of your clients.
Step #4: Determine the Deposit
For every program you offer, we recommend charging a non-refundable deposit that's 10% to 20% of the total investment. Why? Because of that old habit called fear we mentioned earlier. No matter how honorable your clients' intentions are, without a deposit they can back out of their commitment to themselves and to you at any time.
Charging a healthy deposit is a healing tool in more ways than one. We've seen it happen time and again. A client pays the deposit and suddenly all kinds of healing starts to happen. It's as if their commitment sends a message to their body that they are ready to make a change. And there's nothing more beautiful than a committed client taking responsibility for their own healing with you as the guide.
Step #5: Break Out the Payment Plan
To make it even easier for clients to say "yes" to your program, we recommend offering two payment options: full-pay and a flexible payment plan. The full-pay plan is actually completed in two steps: First, you get a non-refundable deposit to hold your client's space in the program. Then you set a date before the program begins when the balance is due.
For clients who prefer to pay over time, try our handy Payment-Plan Formula:
The payment plan service charge should be generous enough to cover the extra time it takes you to manage the continual billing. And healthy enough to get your clients to seriously consider your full-pay option. And finally, make sure all the payments are finished before your program ends. This allows you to wrap up the experience on a high note with everything complete.
Step #6: Decide on a Full-Pay Bonus
In addition to giving full-pay clients a financial incentive, reward them even more by offering other bonuses. This can be anything from an extra private session to a hand-selected floral essence, a custom-blended essential oil or a special meditation audio they can download or get on CD.
There's no limit to the variety of bonus incentives you can offer clients who pay in full. But, you will want to limit the number of bonuses. Offering too many can feel desperate and out of balance. Instead, choose a few that you know are beneficial and exciting for your clients to receive.
Step #7: Get Set to Accept Credit Cards
Whew, you're almost finished! This last step of our 7-step pricing strategy is all about making it easier for people to invest with you. Because once you're charging higher rates, your clients are going to want to pay by credit card. So, you need to be ready to accept them.
A PayPal business account is a fine first step, but it's not a smart choice in the long run. It's not considered as professional as processing a credit card through your own merchant account. So when you're ready to add more streams of income to your practice, you'll be set to accept even healthier fees.
Click here for more information about Sharon Desjarlais, CC.
Click here for more information about Michele McGrew.
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.