Lost A Sale, But Initial Phone Consultations — A Big Part Of Brilliant Customer Service
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What's Chiropractic Research Worth to You?
The Palmer Center for Chiropractic Research (PCCR), in celebration of its 20th anniversary, has announced it is spearheading a fundraising campaign to support chiropractic research.
Oriental Medicine on the World Stage
"Let me win. But if I cannot win, let me be brave in the attempt." This simple, yet powerful statement was lived out time and time again by so many of the athletes from around the world during the Special Olympics World Games in Los Angeles.
Help: A Need at Every Level
One of the great gifts of training in acupuncture is the ability to take good care of oneself. I recently had a bout of frozen shoulder — an inflammatory syndrome which can be debilitatingly painful and take years to resolve.
The Short Leg Dilemma
When evaluating a new patient, it is common to note a relative shortening of one leg to the other. Some patients will even tell you they have one, and then pull out the store-bought heel lift they read about online.
The Food Conversation: Nutrition and Your Practice
It's morning and your first patient rolls in with a triple espresso steaming in one hand and a frazzled, desperate look in her eye. "You gotta help me, doc, I am constipated unless I drink one of these, and I am exhausted and anxious all the time."
Improving Communication Between AOM and Biomedical Providers
How comfortable do you feel talking to Western medical providers? If you are like me, you may not feel as comfortable as you would like. Some of my interactions with MD's haven't been the fruitful steps toward integrative medicine for which I had hoped.
A Chiropractor's Guide to Yoga
"Doctor, can I continue to do yoga while undergoing your care?" "Is it OK for me to go back to yoga while I'm getting my back treated?" "It is safe to start my yoga classes again after my neck pain improves?"
Modernization of Chinese Medicine
Language – written, spoken, signed, or otherwise is learned as a means to express our individualized perceptions about the world around us. Language is designed to communicate our personal experiences.
Getting a YES: An Effective Strategy for Overcoming Patient Objections
Patients make more excuses for declining care from an acupuncturist than perhaps any other type of doctor. Various reasons hold them back from making a commitment to care.
The New Age of Communication
In the age of technology, everyone, including the patient, is seeking faster, easier ways to communicate. With a wealth of social media, blogs, websites and videos, we are constantly barraged with information – to the point of overload.
Change Lives by Supporting Chiropractic Research: Are You In?
The Palmer Center for Chiropractic Research (PCCR), in celebration of its 20th anniversary, has announced it is spearheading a fund-raising campaign to support chiropractic research.
Nuts Reduce Risk of Heart Disease, Cancer and Other Health Problems
Several recent studies suggest regular consumption of nuts may provide a significant degree of protection against certain types of cancer, heart disease, possibly type 2 diabetes and some neurodegenerative diseases.
Harvard Health References Flawed AHA Position Paper
In its special health report, "Stroke: Diagnosing, Treating, and Recovering From a 'Brain Attack,'" Harvard Health Publications includes information from the American Heart Association's 2014 position statement on cervical manipulation and cervical dissection – a statement the American Chiropractic Association emphasized in a letter to Harvard Health mixes "scientific facts with half-truths."
Fertility and Poly-Unsaturated Fatty Acids
Starting or expanding one's family is a major milestone. It's something that more and more people seek out health care advice and support for.
Healing Trauma: Cultivating Resilience and Presence Through Mindfulness, Part 2
In the last issue of Acupuncture Today, the first part of this article introduced the topic of trauma and resilience, and their relationship to the autonomic nervous system response and the concept of the spirit being grounded in the body, and suggested the importance of mindfulness as a tool for healing.
Dorsiflexion Dysfunction: Evaluation & Manipulation Techniques
Almost every condition from the foot to the hip can be attributed to the inability to dorsiflex the ankle mortice and other joints that participate in dorsiflexion. Let's start by understanding normal versus abnormal dorsiflexion.
Fish Oil: A Key Component of Positive Clinical Outcomes
Patients seem to be presenting with more complex problems, and many are responding to care more slowly or have completely unexpected results. Why?
News in Brief
Call for Abstracts Announced - Parker Las Vegas 2016; Logan Adds Doctorate Degree; New Role for Dr. James Edwards.
More Chiropractors Required
An intriguing study published in the Journal of the American Board of Family Medicine examines how "chiropractic care affects use of primary care physician (PCP) services."
Practice Policy (Gone Bad): The Sign
Every once in a while, you see something and think to yourself, That's a really bad idea. Case in point: I went to see my medical doctor the other day. Just after being "roomed," as they say, the nurse checked my vital signs. Then she left.
Do Some Good and Grow Your Business with Cause Marketing
Cause marketing is truly one of the best ways that you can promote your services as a acupuncture professional. Cause marketing refers to a type of marketing where a business partners with a non-profit organization to help bring awareness to a charitable cause.
Patient-Centered Care vs. Payer Restrictions: Your Ethical Obligation
Do you have an ethical obligation to evaluate your patients, make a diagnosis and provide evidence-based, patient-centered health care, irrelevant to the payer restrictions?
An Acupuncturist's View of Medicinal Marijuana
The use of cannabis for medical purposes is very controversial. Use as a panacea by physicians uninitiated to the proper application of herbal medicine, as well as an excuse for recreational use have greatly confused the issue.
Surprising Reasons for Orthotic Efficacy
Clinical outcome studies show orthotics are effective in the management of a wide range of injuries, including plantar fasciitis, Achilles tendinitis and patellofemoral pain syndrome.
The Zen Art of "One Point"
We were always told in our Zen Shiatsu training (by Japanese and Japanese American instructors) that our ultimate aim was to to find that "One Point." To be so focused we could touch just one point to transform Qi throughout a client's body.
Practicing with Authenticity
To extrapolate from the above quote, patients love healthcare providers they can trust. One way to earn the trust of your patients is by practicing with authenticity. What does that mean, exactly?
January, 2014, Vol. 14, Issue 01
Do Your Clients Know How You Can Help Them?
By Ann Brown, LMT
When I meet someone, my self-introduction takes several steps. First, I'm a resort spa director. And I'm a licensed massage therapist, a nail technician and a cosmetologist. I put my credentials in order as to how I see my day-to-day duties and my business priorities.I want people – especially our spa clients – to see my business priorities and expertise. The list shows my history of moving through the spa industry and building my career but, more importantly, it shows our clients they can trust I know what I am talking about.
When clients have an issue they need help with, they often don't know what they need or why they are in pain. As an LMT, you know what presents itself is rarely a surface issue. Put yourself in your client's shoes. They may not know what questions to ask or who has the answers they need. Or they may not even know that some of their habits and patterns might lead to problems now or in the future.
In April 2013, I dislocated my jaw from a piece of candy that got stuck on the left side of my upper and lower teeth. Immediately, I knew I had either fractured or dislocated my jaw from the fireworks that went off in my left ear.
I spent the next three weeks on a 100 percent liquid diet and in complete silence, and my recovery has really been quite a process to say the least. For any of you massage therapists that do TMJ/jaw work, you know this is a very unique area and must be handled with care. I have seen two dentists, two chiropractors and tried unsuccessfully to find a therapist in my area that had some jaw specialty.
It wasn't until a recent trip to Florida to visit my 84-year-old mom that I finally found some real help. An industry friend referred me to an LMT that understood the jaw area and was trained in multiple modalities that might be able to help me with keeping the jaw tracking right and give me some insight to what the future might hold and if it might ever be back to normal.
The two 90-minute sessions were really fantastic, not just from the actual therapy performed, but also because of how much I learned from him. The sessions helped me to really uncover some patterns in myself. This LMT was able to connect the dots in a way that made me feel confident he would not hurt me and believe I could do something to improve the situation. I felt my clenching had done the most damage prior to the dislocation but, until these two sessions, I had no idea so many other structural issues were challenging to my recovery.
I think so many of us hold on to fear and physical and even emotional pain that, until the right therapist, referral, education or dialogue comes along, we tend to stay in a bit of paralysis. I almost don't like admitting it, being in the spa/wellness/massage industry, but even I was hesitant and a bit fearful going into the session with the LMT in Florida. I heard so many different opinions over the last seven months and I was confused myself as to the proper treatment that I was really unsure about a good outcome. I think I was able to trust this therapist based on the referral, his credentials, the terminology he used, the way he explained things to me about me, and his professional touch and ability to sense my pain and know my areas of concern by touch.
In our profession, we need to communicate with clients and build their trust. It is a tough field to find the right balance between relaxation/pampering and therapeutic work and a realistic guest expectation and outcome. To truly achieve results, it is imperative you clearly define who you are so the client can trust who you are. Share your bio, your mission, vision, education and specialization so a client in need can find you and put their fears at bay as you work together to reach a positive outcome. And then take it from you to them, ask the right questions, find out their goals and what might be holding them back from reaching them. I find a good communicator can almost do anything they put their mind too and this may take some practice or just asking everyone the same three to ten questions and starting to understand what the answers mean to them.
Most of us walking around in our 40s and up have some "things" going on that a therapist can really access and help us with remedies to achieve pain reduction, alignment and slow deterioration and help us realize poor patterns we almost don't even know we have. I am not suggesting that anyone go beyond the scope of massage, but even I am guilty of having body patterns that contributed to my jaw dislocation. I needed someone to point this out to me. My problem didn't stem from a piece of candy. It was some clenching and a left foot problem and a few other things I am aware of now and am working on to make sure my body stays as balanced as I can allow.
The experience has reinforced for me how we as massage therapists have a duty to give feedback and to help clients with their concerns. Communication is paramount. Asking the client their concerns and overall goals for any session is critical in a positive outcome.
Does your client know who you are and what you specialize in? How, when and where are you telling them? Do you walk your talk? Do you give homework? Do you know the goal of each of your clients? Can you help inform them about their body? I was lucky to find a therapist I was able to trust by his reputation, referrals and his credentials and his hands-on presence. I have learned so much about me from a jaw problem. I feel blessed, after my liquid diet, that I can chew and speak and now have a plan that addresses so much more than my jaw. I almost feel it is a gift to chew slowly and take my time at my meals, silly to think a dislocation of my jaw could provide some much good feedback of ways I need to improve. Our massage industry can help clients with wellness and prevention and slowing or turning around some ailments. I know I want to help, don't you?
Ann Brown, a licensed massage therapist, is a member of the International Spa Association's board of directors and serves as spa director at Spa Shiki at The Lodge of Four Seasons in Lake Ozark, Mo. She also provides management consulting services through Spa Insight Consulting.
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