resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
Marijuana, Apathy and Chinese Medicine, Part 1
This article was written in response to the unheeded acceptance of marijuana as a harmless substance that potentially does good when used for the medical relief of pain.
We Get Letters & Email
A House Divided? (May 1 issue) provoked significant response from readers. Here are several of the surprisingly similar comments we received.
PCOM Granted Regional Accreditation
Pacific College of Oriental Medicine (PCOM) recently announce it has received regional accreditation from the Western Association of Schools and Colleges (WASC). This achievement reflects five years of hard work on the part of faculty, staff, and students.
5 Tips for Using Pinterest to Market Your Practice
Pinterest is a very popular, but often under-utilized, social media platform where people can bookmark, or "pin," fun and interesting things from all across the internet.
How Much Do You Know About the Benefits of Birds Nest?
Edible bird's nest is the nest made by the Swiftlet bird of Southeast Asia that is usually prepared as a soup and prized in Chinese culture as a healthful delicacy.
Green Tea Improves Cognitive Function in Elderly Subjects
Publishing their results in the journal Nutrients in May 2014, researchers showed that drinking the equivalent of 2-4 cups of brewed green tea (or bottled tea) daily improved cognitive function or reduced the progression of cognitive dysfunction in elderly subjects.
Integrating Art with Clinical Practice for Patients with PTSD: The Artemis Project
Are you restricted by those one-on-one clinic dynamics? Why not join colleagues and clients in experimental group settings? Three of us volunteered to do just that in Austin on behalf of women veteranss from all branches of the service.
Giving Vets the Care They Deserve
The Department of Veterans Affairs (VA) administers the largest integrated health care system in the United States.
First Do No Harm?
There's no questioning the frightening nature of breast cancer, which strikes one in eight women in the U.S. – eclipsed only by skin cancer in terms of prevalence.
Rethinking Musculoskeletal Pain – A Public Health Perspective
The American Public Health Association (APHA) is the world's oldest and largest association of its kind, founded more than 140 years ago and boasting over 25,000 members.
The Challenges of Integrating Eastern and Western Medicine
My Masters thesis was titled, "The Challenges of Integrating Eastern and Western Medicine," which highlighted several reasons why it is hard for these two worlds to mix.
ACA or ICA: Which Best Represents You?
Last June, I was honored to represent Texas ICA members as their representative assemblyman at the ICA Annual Meeting in Kansas City.
Medicine is Clumsy, Don't You Be
All medical systems have clumsiness in them. If the technique isn't, the practitioner is. Everyone in every form of medicine is striving to improve. That is why we call it practice.
Leg-Length Inequality and Pelvic Fixation: A New Approach to the Negative Derifield (Part 2)
As we noted in our previous article, with a positive Derifield (+D), the doctor observes the reactive (shorter) leg in the prone position that becomes longer or "crosses over" in the flexed position.
5 Simple Steps to Create an Effective Marketing Calendar
In the educational experience of most healthcare practitioners, business and marketing are overlooked topics.
A Poor Choice for Pain Relief
Acetaminophen is the most popular pain reliever in the U.S., accounting for an estimated 27 billion annual doses as of 2009. With 100,000-plus hospital visits a year by users, it's also the most likely to be taken inappropriately.
The Tide is Rising in the Acupuncture Profession
Former President Ronald Regan said, "When the tide rises all boats float." The tide is rising for the acupuncture profession. Many forces outside the profession are helping the tides to rise.
Professional Credentialing and Board Certification: An Ethical Faux Pas
Because of the Affordable Care Act, health care systems are coordinating care through accountable care organizations (ACOs) in order to reduce the cost of care and improve quality of care.
Reducing the Autogenic Inhibition Reflex: Making Weak Muscles Strong
The autogenic inhibition (AI) reflex is a sudden relaxation of a muscle in response to excess tension.
Our Biggest Challenges to Compete in Wellness Care
In the first article in this four-article series [May 1 DC], I made the case that chiropractors should either embrace offering lifestyle wellness in their practices or face the possibility of losing their place in the wellness care marketplace.
Spieth Thanks His Chiropractor After Historic Masters Win
Jordan Spieth didn't just capture the hearts of golf enthusiasts worldwide with his record-setting, wire-to-wire victory at the 79th Masters Tournament.
The Acupuncturist's Problem
I want share with you some observations and insights into what seems to be the most common problem my colleagues in the acupuncture profession struggles with. If you also struggle with this problem, I hope you get a valuable "aha" moment from reading this.
March, 2014, Vol. 14, Issue 03
WIBB Exclusive: Are You An Order Taker?
By Irene Diamond, RT
If you want more clients, more appointments, the money and all the rest that goes along with a successful practice, then I encourage you to become familiar with a concept I feel is so important that I teach it in ALL my business and clinical seminars and programs.
The concept is called "The Advisor vs. The Order Taker." Now, I'm going to go out on a limb and suggest that most of you are Order Takers. It makes sense that you are an Order Taker, and it's not a bad thing, it's just not effective in running a business.
Client: "Can you spend most of the session on my back and shoulders and leave 5 minutes for my feet?" (And the therapist does it.)
Client: "I'm so tired, I know we were gonna do some exercises today, but can I just have a massage instead?" (And the therapist does it.)
Client: "That was great, thanks, I'll call you to re-book in about a month or so." (And the therapist accepts it.)
I understand why therapists are Order Takers and do the type of things I illustrated above, it makes sense. Most of us became a therapist because we want to help people, and many of us are very gentle by nature, so sometimes when I suggest people take control of their business and adopt more of an Advisor role, it doesn't feel natural. Also, for some therapists, it is also because they are not confident in their ability to BE an Advisor in regards to clinical results, protocols and handling client expectations. Is that you?
Another reason most therapists are Order Takers is because in massage school, most of us were taught to provide a massage, but not taught how to create therapy plans or taught about the business of running a successful therapy business.
I could spend hours on just this concept but today, I'm going to give you a simple place to start so you can begin to take on the Advisor role." When you are an advisor to your clients, they appreciate your advice. Your clients will begin to see you as a higher-level service provider and it will certainly help you separate yourself from all the other "regular therapists" in your area.
Let's look at the same three scenarios, but I will change them so you can see what an Advisor Therapist would do instead.
Client: "Can you spend most of the session on my back and shoulders and leave 5 minutes for my feet?" (And the therapist responds, "I can understand you want me to work on your feet however, I know your original complaint was the knots in your back, so my therapy plan for today was to address that for you. We can always add on 15 minutes of extra time or schedule another session for your feet.")
Client: "I'm so tired, I know we were gonna do some exercises today, but can I just have a massage instead? " (And the therapist responds, "That's correct! We scheduled that I was going to teach you some stretches and strengthening exercise today. If we don't do that today, it will delay your progress, so I suggest we stay on the plan.")
Client: "That was great, thanks, I'll call you to re-book in about a month or so." (And the therapist responds, "Sure, I'll wait to hear from you, but since you were saying that knot between your shoulder blades keeps coming back. I think it would be best for you to see me for three more sessions within the next 10 days so we can finally try our best to stop it from being a chronic problem for you. Does that sound good? Great, let's schedule you now in my calendar so you get the best times for you!)
Like I mentioned, responding like this is all part of being the Advisor for your client. Remember, they are not an expert in therapy, You are! They want (and need) your advice on what is best for them. (Within your scope of practice). When you take this Advisor role approach, you will not only see happier client results BUT your practice will begin to be much more consistently filled!
Now, I'll be the first to say, this approach will NOT be for everyone. It only works if you are absolutely clear that you CAN be an advisor. If you are still a little wishy-washy, just continue to do what you've been doing until you feel more confident in your skills and knowledge. But I am sure, if you look closely at the therapists who are crushing it in their practices – you'll see they are Advisors to their clients.
Editor's Note: To read more from our expert WIBB bloggers, visit http://blog.massagetoday.com/wibb/.
Irene Diamond, RT, is the founder of the rehabilitation technique, Active Myofascial Therapy ~ The Diamond Method and creator of Successful Massage Therapist.org, the world-wide online resource for massage therapists. Irene is honored to be inducted into the Massage World Hall of Fame in 2013 for recognition of www.theDiamondMethod.com and www.SuccessfulMassageTherapist. Irene's next Active Myofascial Therapy seminar will be held August 2012 and therapists can register at http://TheDiamondMethod.com/Learn-AMT/Certification. You can also find tips from Irene by visiting the Women In Business Blog at www.massagetoday.com/wibb/.
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