Lost A Sale, But Initial Phone Consultations — A Big Part Of Brilliant Customer Service
I just got finished with a ...
resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
What to do When Today Sucks
Have you ever had one of those days when nothing went the way it should have? The patient with migraines got worse instead of better from a treatment similar to one you've effectively used on him before.
News in Brief
Support of F4CP Continues With Latest Donations; Walter Reed Honors Dr. William Morgan; Recognizing 40 Years of Public-Health Activism; Allstate Decision Reversed.
Acupuncture Treatment of Trauma in the Canine
From 1972 until 1976, John Ottaviano and I were treating dogs at five different veterinary clinics in the Los Angeles county area. Usually, we were at a clinic for seven to eight hours.
Treating LBP in Golfers: Beyond Basic Assessment
The drive to master the most efficient swing demands a tremendous amount from the lower back. Maintaining stability in a flexed posture, supporting torso rotation and repetitively supporting the golf swing all put the lower back in a vulnerable position.
Data: The New Frontier in Health Care
Your practice is empowered with the data you need to improve patient health, run a more efficient (read: profitable) practice, get paid in timely fashion and help show the efficacy of chiropractic on the national stage in the midst of sweeping changes in health care!
The Ethics of Herbal Prescribing
While teaching ethics classes, I often encounter licensed acupuncturists who are surprised that our use of herbs and supplements has a specific section in the material. It is often an aspect within ethics that clinicians don't think of in practice.
A War You Can Help Patients Win
The average American consumes approximately 60 percent of calories from sugar, flour and refined oils. A donut is a good example of a so-called "food" that represents these calorie sources.
Healing the Core: AWB Nepal Earthquake Relief Project
With almost 9,000 people killed during the earthquakes in April and May, another 23,000 suffering injuries, hundreds of thousands left homeless when entire villages collapsed, and many sacred sites destroyed, no one in this country of approximately 28 million has been left untouched by the disaster.
Exercise Recommendations for Healthy Aging
Aging is inevitable, but how you age is not. Common physical signs of aging include decreased muscle mass, decreased muscular power, increased body fat, and decreased aerobic (lung) capacity.
An Unexpected Superfood: All About Eggs
About 40 years ago, excessive dietary cholesterol was labeled a public health concern. Specifically, it was thought that there was a causal link between consumption of cholesterol-laden foods and increased risk of heart disease.
Aetna Updates 97140 Policy
In a development the Association of New Jersey Chiropractors is calling "a resounding victory for chiropractors nationwide," Aetna Insurance Company has updated its national reimbursement policy regarding 97140 (manual therapy), reaching an agreement two years after the association filed a declaratory judgment suit in federal court against the insurer.
Integrative Sports Medicine
One of the most rewarding and challenging clinical scenarios is the treatment of athletes.
Peaching to the Choir: How to Extend Our Reach Beyond the CAM Community
Professional conferences offer unique opportunities to network, be exposed to cutting-edge innovators, share your interests and work, and be inspired.
Teaching Qi Gong to Children
Many of us have come to embrace Qi Gong or Tai Chi practice as a regular part of our lives. Qi Gong has been a stabilizing factor in my life for the last twenty years.
ASA Ready to Impact Profession
The American Society of Acupuncturists (ASA) is a 501(c)6 (pending), not-for-profit collaboration among state based, acupuncturist professional associations.
Lower-Extremity Overuse Injuries: Primer on Causes and Corrections
From ankle sprains to stress fractures, shin splints to plantar fasciitis, the research is clear: These common overuse injuries of the lower extremities – among dozens of others – may be related to abnormal foot function in your patients.
Relationship Marketing: A Modern Approach
Remember when you used to get real letters in the mail? Not the automated type, but the real deal, hand written with a personal message just because someone was thinking about you? You know what I'm talking about.
Treat Every Patient as an Athlete
Frontal-plane movement pattern dysfunction can set the stage for musculoskeletal injury. Frontal-plane stabilization is essential during the normal activities of daily living: think single-leg stance and gait cycle.
Fish Oil: A Key Component to 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?
It's Time to Wake Up
It is time for this profession to wake up and tell someone about the healing benefits of acupuncture. This is the time for Asian Medicine. Its popularity, growth and unusual acceptance is nothing short of amazing.
Online Marketing Basics: Website Creation
The various online marketing options make it a challenge, especially when all you want to do is help your patients feel better. With such a broad topic, I'm going to share some basics you should know about website creation.
Healing Trauma: Cultivating Resilience and Presence Through Mindfulness, Part 1
All humans, by the very nature of being human, will experience moments of trauma and suffering. What, then, makes the difference in how the individual who experiences trauma, suffering, and spiritual loss reacts to such experiences?
Technology Meets Practice: Chiropractic Every Day
About a year ago, I had an interesting conversation with a DC who made house calls. When I asked why, she was quick to explain she learns much more about her patients when she sees them at home than she could ever observe in the office.
Patient Retention Techniques
When talking about techniques to grow your business, we tend to focus on the "large" aspect of the patient base, that is, on strategies to attract new patients. However, it is important to remember that "loyal" is equally, if not more, important.
Making Public Health a Chiropractic Priority
As highlighted in this edition's News in Brief, Rand Baird, DC, MPH, FICA, FICC, editor and occasional author of our long-running column, "Chiropractic in the American Public Health Association", was recognized by the organization recently for 40 years of membership.
Learning the Transformative Language of the Channel System: The Sinew Channels
The Chinese medical classics describe the energetic terrain of the body in much detail. The acupuncture channel systems, as presented in the Ling Shu illustrate the various expressions our qi energy can take.
May, 2014, Vol. 14, Issue 05
Using Transactional Analysis to Speak "Client"
By Gerry Pyves
One of the most valuable things I learned when I trained as a Transactional Analysis Psychotherapist was to learn the difference between my "self" and the "other." This is particularly important in a therapy like massage which offers so many opportunities to "merge" with our clients.
By "merge" what I mean is to confuse what I am experiencing and thinking with what the client actually experiences. This sounds a bit obvious, doesn't it? However, one of the most common mistakes I witness in my training of massage therapists is precisely this problem. Many therapists pride themselves on their "sensitivity" and their "psychic" abilities, even. They simply love to prove their abilities by telling clients exactly what they notice about them and what their "energy" is doing.
Most of this is simply projection. We feel uplifted so we say to the client, "I notice how uplifted you are." In the power relationship of massage, the client is bound to agree. Occasionally, a client with a strong ego will simply walk out and not return as a result of such insulting and manipulative behaviour.
We must ensure it is the client's own experience they are describing in their own words. To do this, I invite the client to spend a few minutes lying on the table at the end of the treatment. This is so they have time to integrate the effect of the massage. Sometimes this is the most powerful therapeutic time of the treatment. Clients often report that they "let go" even more than during the bodywork itself. I leave the room so they really are in their own space for this phase.
The second part of this "integration phase" is when the client is dressed. Here, I still avoid chit chat and deflect the inevitable, "what did you notice?" game by simply asking the client to: "Walk around the table and notice how your body wants to walk after this treatment. Tell me anything you notice that feels different from this before you got on the table - if anything."
What is remarkable is that clients never say "Wow, I feel so myofascia-ed!" or "I feel like my iliopsoas is now so much longer!" Only massage therapists and professional bodyworkers talk such language. If clients really do speak this way, then they have been educated. What clients actually come out with, without such professional brain washing is, well, absolutely anything!
Learning From Our Clients
That is what makes it so exciting to actually listen to clients - I never know what will actually come out of their mouths. One client may walk like a zombie carrying lead weights on his feet and say, "I feel so light and free." They could not look less free or light if they tried. But who am I to say what my client actually feels or experiences internally? What is certain is this: everything I learned about the power of touch and massage came from the mouths of my clients. None of it can be found in the massage text books which, of necessity, only speak "bodywork." Yet, to really understand the immense power of massage, we really need to turn each client we massage into our teacher, by truly listening to their words.
Many therapists I know actually give a non-stop verbal commentary on what muscle is being released as they work. Now this is beyond the scope of practice, because it is hypnotherapy. Telling another human being what is happening in their body while they are in a semi-relaxed state and giving them suggestions is hypnotherapy. It is not ethical, in my opinion.
Only one person truly knows what the client is feeling in the treatment room, and it isn't the massage therapist. If you want to be a psychic, go get a velvet tent and a crystal ball. Otherwise let your clients have the space to find their own words for what they are feeling. When my clients "walk" after the treatment and are integrating their new body structure through the walk, I must bite my tongue and let them explore this new state of being.
What if they say, "nope, don't feel any different?" If there is not a convenient 8th floor window to throw yourself out of, you might just stay around and learn something. These "failures" are sometimes the most powerful teachings of them all.
You will not learn about massage from training courses. You will only learn about it from actual clients. if you bother to really listen to them and really want to know about them. All about them, not just their "physical" state. Know about them as human beings. You are not a bodyworker. The only place to find bodies without energy, emotion, mind and spirit is in the morgue or in bodywork text books. What you are, is a "human being worker."
The Best Marketing Tool
One of the great advantages of giving the client the chance to define their own reality in their own words, is how your clients walk out of your treatment room extremely clear about the value of coming for treatments with you. When they meet their friend for coffee after the treatment and they ask, "what have you been doing?" Your client replies, "I have just had a massage treatment and I feel six inches taller, so much lighter and ready to take on the world."
What just happened here? You just got yourself a new referral is what happened. Just from learning how to speak "client."
Gerry Pyves lives in West Yorkshire, in the United Kingdom. He holds an MA from Oxford University and qualified as a massage therapist in 1984. He became a UKCP registered Transactional Analysis psychotherapist in 1999. He is the founder and creator of NO HANDS® Massage. He is currently looking for instructors to teach NO HANDS® in the U.S. For more information, visit www.nohandsmassage.com.
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.